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Publisher's Summary:

How do some salespeople consistently outsell their competition? Why does closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?

Spin Selling has the answers. Developed from 12 years of research into thousands of sales calls, the Spin strategy is already being used by many of the world's top sales forces. If you're in sales, or if you manage a sales force, you need these revolutionary, easy-to-apply techniques.

With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. And he unfolds the enormously successful Spin strategy, using real-world examples and informative cases. The methods are controversial, and they often go against the grain of conventional sales training. But the powerful evidence Rackham presents will convince and convert you.

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