That was SPIN.
Neil Rackham conducted his research at Huthwaite Corporation. He used behavioral observation—watching thousands of sales calls and coding every question, statement, and objection. His findings are counter-intuitive:
That was SPIN.
Neil Rackham conducted his research at Huthwaite Corporation. He used behavioral observation—watching thousands of sales calls and coding every question, statement, and objection. His findings are counter-intuitive: spin selling.pdf