www.youtube.com/watch?v=qXQDLImL_hE
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SPIN: Situation Problem Implication Need-payoff
Robert Neivert.
Video on youtube: www.youtube.com/watch?v=14yz_-I3aPg
1- Preliminary
2- Investigation
3- Demonstration
4- Commitment
Consumer Centric
Spray-and-Pray >>> Empower customer : focus issue > feature , talk they language, convince them-self.
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Sales Process // Pipeline milestone
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Strategic Selling: Large deal
Group sale: Buyers Influences