That’s the question of ASQ CEO Paul Borawski in his March 2012 Post – here.
My response – a 10 minute video:
Note: For more on SPIN Selling – please go to the Huthwaite site – here.
Note 2: I’ve been a fan of Neil Rackham and the SPIN Selling methodologies – since before they were SPIN – and I was trained as a facilitator in some of the early training for Sales People (versus the Sales Managers that Neil preferred to target) in 1981 when I was at MTEC – the Motorola Training & Education center. I have built Sales Training using the SPIN methods since 1986 – and helped Huthwaite land both AT&T Network Systems and MCC Powers (now Siemens Building Technologies) in the late 1980s and mid 1990s respectively.
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EPPIC - Pursuing Performance 