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SELL THE DIFFERENCE: Establishing your Unique Solution Value

Neil Rackham reveals the changing face of selling (and updates "SPIN")

Posted by Bob Apollo on Thu 16-Jun-2016

The recent Association of Professional Sales conference in London brought together over 500 delegates with a single shared obsession: to learn how to transform our sales organisations into a source of lasting competitive advantage.

We heard from expert authors and roll-our-sleeves-up practitioners, and everyone emerged with a stream of practical ideas that could be immediately applied to the goal of finding and winning more of the right sort of customers.

I was intrigued to hear Neil Rackham’s update on SPIN® selling, in which he showed how what is probably the world’s most widely adopted complex sales methodology remains highly relevant in today’s demanding sales environment…

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