Wolfram My Writing How To Sell SPIN Sample Implication questions | | Search |
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This information is based on a book report on the SPIN Selling ® Technique. In most cases, we can discover a propect's situation with just a few quick questions. Using our knowledge of the industry, we can then infer some likely problems. We use this to formulate our implication questions. Here are two sample situations, the problems that these situations cause, and most importantly, questions that invite someone to articulate or realize the implication of their situation.
Situation: Offices in different locations Problems:
Situation: No centralized issue tracking database Problems
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I keep this page so that I can remember the books I read before an important meeting. It's really for my own maximum effectiveness. You can use them of course, and please let me know if anything on this page is misleading, needs updating or additions.The nice people at Huthwaite, Inc., offered to grant me permission to publish a review of their SPIN Selling(R) book on this site if I proveded notice of their ownership of the content. I recommend that you read the full book and not just rely on this summary review. Huthwaite, Inc. offers open seminars in SPIN Selling(R) techniques for the public -- and interested parties may contact Huthwaite at 22630 Davis Drive, Suite 100, Sterling, VA 20164 (703-467-3800) and obtain more information at www.huthwaite.com
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