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Articles tagged with: SPIN

Sales is resistant to change
Friday, 29 Jan, 2010
Sales is resistant to change

Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling techniques that have come along since 1937 when Carnegie published How to Win Friends and Influence People? Why would I […]

Spin and the Consultative Sales Model
Thursday, 6 Dec, 2007
Spin and the Consultative Sales Model

Neil Rackham is a friend of mine. He’s a really good guy – even though he’s off writing children’s books now and basically retired (and I’m jealous as hell).

Changing The Paradigm: Is A 200% Increase In Sales Possible?
Monday, 17 Jul, 2006
Changing The Paradigm: Is A 200% Increase In Sales Possible?

In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to […]