ISBN 13 : 978-0070522350

Contents : Introduction
1.Using the Spin® Fieldbook
2.Instant Spin® Model
3.Check it out
4.Four stages of a sales call
5.Putting Spin® to work
6.Focusing on buyer needs
7.Situation questions
8.Problem questions
9.Implication questions
10.Need-payoff questions
11.Demonstrating capability
12.Sharpening your skills
13.Getting help and helping others
Spin® Forms
Index

Language : English

Location : Nice Library

Material : Paper

Statement : Présent

Owner : Bibliothèque