SPIN Selling
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SPIN Selling
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Narrado por:
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Eli Woods
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De:
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Neil Rackham
Acerca de esta escucha
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, listeners will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales?” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods that were developed for small consumer sales just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
©2014 McGraw-Hill, Inc. (P)2014 McGraw Hill-Ascent AudioLos oyentes también disfrutaron...
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- De: Neil Rackham
- Narrado por: Eli Woods
- Duración: 6 h y 12 m
- Versión completa
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General4.5 out of 5 stars 245
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Narración:4.5 out of 5 stars 205
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Historia4.5 out of 5 stars 204
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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5 out of 5 stars
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Sales and Science
- De Joe A Snyder III en 10-27-21
De: Neil Rackham
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- De: Mike Weinberg
- Narrado por: Mike Weinberg
- Duración: 8 h y 1 m
- Versión completa
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General5 out of 5 stars 361
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Narración:5 out of 5 stars 302
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Historia5 out of 5 stars 301
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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5 out of 5 stars
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Forget everything you know about sales
- De Navo en 10-31-20
De: Mike Weinberg
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The JOLT Effect
- How High Performers Overcome Customer Indecision
- De: Matthew Dixon, Ted McKenna
- Narrado por: Matthew Dixon, Ted McKenna
- Duración: 5 h y 47 m
- Versión completa
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General4.5 out of 5 stars 82
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Narración:5 out of 5 stars 68
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Historia5 out of 5 stars 64
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
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5 out of 5 stars
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Overcome Indecision
- De Jared Troyer en 01-05-25
De: Matthew Dixon, y otros
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- De: Keenan
- Narrado por: Keenan
- Duración: 5 h y 47 m
- Versión completa
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General5 out of 5 stars 1,132
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Narración:5 out of 5 stars 958
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Historia4.5 out of 5 stars 950
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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4 out of 5 stars
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SPIN selling with more EQ mixed in
- De Amazon Customer en 09-28-19
De: Keenan
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The Innovator's Dilemma
- Meeting the Challenge of Disruptive Change
- De: Clayton M. Christensen
- Narrado por: Deaver Brown
- Duración: 1 h y 6 m
- Versión completa
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General3 out of 5 stars 379
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Narración:2.5 out of 5 stars 314
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Historia3.5 out of 5 stars 303
This audiobook was created based on Clayton Christensen's landmark book The Innovator's Dilemma. This was Mr. Christensen's synopsis of his book for the Harvard Business Review. The audio tracks listed here cover the key elements of Mr. Christensen's book. This audiobook emphasizes the Idea in Brief "Does my organization have the right resources, processes, values, and team to innovate?" Then it covers the right structure for your specific type of innovation.
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1 out of 5 stars
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poor quality summary only
- De A. C en 11-25-12
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Smart Calling, 3rd Edition
- Eliminate the Fear, Failure, and Rejection from Cold Calling
- De: Art Sobczak
- Narrado por: Art Sobczak
- Duración: 9 h y 42 m
- Versión completa
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General4.5 out of 5 stars 78
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Narración:4.5 out of 5 stars 61
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Historia4.5 out of 5 stars 61
In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business.
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5 out of 5 stars
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best book you can buy if you're in Sales
- De Memić en 09-03-20
De: Art Sobczak
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The Challenger Sale
- Taking Control of the Customer Conversation
- De: Matthew Dixon, Brent Adamson
- Narrado por: Matthew Dixon, Brent Adamson
- Duración: 5 h y 43 m
- Versión completa
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General4.5 out of 5 stars 1,056
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Narración:4.5 out of 5 stars 804
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Historia4.5 out of 5 stars 795
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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3 out of 5 stars
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Bellow average book
- De Elias Karráa en 08-11-19
De: Matthew Dixon, y otros
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The Sales Acceleration Formula
- Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
- De: Mark Roberge
- Narrado por: Robert Feifar
- Duración: 6 h y 24 m
- Versión completa
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General4.5 out of 5 stars 61
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Narración:4.5 out of 5 stars 48
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Historia4.5 out of 5 stars 48
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
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5 out of 5 stars
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Incredible
- De Serena Larkin en 08-29-24
De: Mark Roberge
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Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- De: Jeb Blount, Mike Weinberg - foreword
- Narrado por: Jeb Blount, Jeremy Arthur
- Duración: 8 h y 21 m
- Versión completa
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General5 out of 5 stars 205
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Narración:5 out of 5 stars 182
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Historia4.5 out of 5 stars 182
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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5 out of 5 stars
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One of the best books on Sales!
- De Kathleen Fitzpatrick en 09-04-23
De: Jeb Blount, y otros
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The Trusted Advisor
- 20th Anniversary Edition
- De: David H. Maister, Robert M. Galford, Charles H. Green
- Narrado por: BJ Harrison
- Duración: 10 h y 38 m
- Versión completa
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General4.5 out of 5 stars 91
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Narración:4.5 out of 5 stars 74
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Historia4.5 out of 5 stars 73
In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world.
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4 out of 5 stars
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Where’s the PDF?
- De Ken Fridley en 07-05-21
De: David H. Maister, y otros
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The Little Red Book of Selling
- 12.5 Principles of Sales Greatness
- De: Jeffrey Gitomer
- Narrado por: uncredited
- Duración: 4 h y 26 m
- Versión completa
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General4.5 out of 5 stars 1,522
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Narración:4.5 out of 5 stars 1,227
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Historia4.5 out of 5 stars 1,212
Sharing strategies and answers from a lifetime of selling, Jeffrey has packed The Little Red Book of Selling with the information you've been searching for. You'll learn a philosophy of success - long term, relationship-driven, and referral-oriented - that has nothing to do with manipulation or other old-world sales tactics, and has everything to do with understanding buying motives and taking ethical, relationship-building actions.
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1 out of 5 stars
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Questionable Advice
- De Fernando en 10-16-09
De: Jeffrey Gitomer
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The 22 Immutable Laws of Marketing
- De: Al Ries, Jack Trout
- Narrado por: David Drummond
- Duración: 3 h y 6 m
- Versión completa
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General4.5 out of 5 stars 2,101
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Narración:4.5 out of 5 stars 1,738
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Historia4.5 out of 5 stars 1,718
As Al Ries and Jack Trout - the world-renowned marketing consultants and best-selling authors of Positioning - note, you can build an impressive airplane, but it will never leave the ground if you ignore the laws of physics, especially gravity. Why then, they ask, shouldn’t there also be laws of marketing that must be followed to launch and maintain winning brands? In The 22 Immutable Laws of Marketing, Ries and Trout offer a compendium of 22 innovative rules for understanding and succeeding in the international marketplace.
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4 out of 5 stars
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Highly recommended, but could use an update.
- De T. M. Castagna en 12-01-15
De: Al Ries, y otros
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Way of the Wolf
- Straight Line Selling: Master the Art of Persuasion, Influence, and Success
- De: Jordan Belfort
- Narrado por: Jordan Belfort
- Duración: 7 h y 48 m
- Versión completa
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General4.5 out of 5 stars 9,695
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Narración:4.5 out of 5 stars 8,334
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Historia4.5 out of 5 stars 8,270
For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth.
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5 out of 5 stars
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I can’t believe he wrote this book
- De Brett Ritchison en 10-04-17
De: Jordan Belfort
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The Science of Storytelling
- De: Will Storr
- Narrado por: James Clamp
- Duración: 6 h y 51 m
- Versión completa
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General4.5 out of 5 stars 566
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Narración:4.5 out of 5 stars 455
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Historia4.5 out of 5 stars 456
How do master storytellers compel us? There have been many attempts to understand what makes a good story, but few have used a scientific approach. In The Science of Storytelling, Will Storr applies dazzling psychological research and cutting-edge neuroscience to our myths and archetypes to show how we can tell better stories, revealing, among other things, how storytellers - and also our brains - create worlds by being attuned to moments of unexpected change.
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5 out of 5 stars
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A great portal into human psychology
- De Stephanie Romer en 02-13-21
De: Will Storr
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The Lean Startup
- How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses
- De: Eric Ries
- Narrado por: Eric Ries
- Duración: 8 h y 38 m
- Versión completa
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General4.5 out of 5 stars 13,976
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Narración:4.5 out of 5 stars 11,594
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Historia4.5 out of 5 stars 11,507
Most startups fail. But many of those failures are preventable. The Lean Startup is a new approach being adopted across the globe, changing the way companies are built and new products are launched.
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3 out of 5 stars
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Informative, mature but not original or essential
- De Jason Comely en 02-19-13
De: Eric Ries
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Secrets of the Millionaire Mind
- Mastering the Inner Game of Wealth
- De: T. Harv Eker
- Narrado por: Charles Constant
- Duración: 5 h y 10 m
- Versión completa
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General5 out of 5 stars 10,958
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Narración:5 out of 5 stars 9,241
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Historia5 out of 5 stars 9,201
Have you ever wondered why some people seem to get rich easily while others are destined for lives of financial struggle? Is the difference found in their education, intelligence, skills, timing, work habits, contacts, luck, or choice of jobs, businesses, or investments? The shocking answer is: none of the above! In his groundbreaking Secrets of the Millionaire Mind, T. Harv Eker states, "Give me five minutes, and I can predict your financial future for the rest of your life!"
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3 out of 5 stars
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Good book, too much adversiting
- De Guilherme en 08-17-19
De: T. Harv Eker
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Influence, New and Expanded
- The Psychology of Persuasion
- De: Robert B. Cialdini
- Narrado por: Robert B. Cialdini
- Duración: 20 h y 43 m
- Versión completa
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General4.5 out of 5 stars 2,297
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Narración:4.5 out of 5 stars 1,879
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Historia4.5 out of 5 stars 1,867
In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you'll learn how to defend yourself against unethical influence attempts.
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5 out of 5 stars
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Use the Audible Speed Feature!
- De Sand en 05-30-21
Lo que los oyentes dicen sobre SPIN Selling
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total5 out of 5 stars
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Ejecución3 out of 5 stars
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Historia4 out of 5 stars
- Artem Gurnov
- 10-26-22
Great book but not perfect narrator
Narrator doesn’t pause at all. It makes it difficult to divide the logical blocks of the narration when one works carefully with the book. The content is very useful and practical
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- NOURI
- 12-16-24
Best book on sales
Honest and tangible information, as he said this is one of the few books that is not snake oil, especially for sales. As a startup founder this is good guidance!
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Total4 out of 5 stars
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Ejecución4 out of 5 stars
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Historia5 out of 5 stars
- Anonymous User
- 03-27-24
Where is the pdf?
I need the pdf to remember the points he made. He always implies to look for figures
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esto le resultó útil a 1 persona
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Total4 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Bo Smol
- 11-17-23
Great book, how to think about having your sales in a evergreen way.
Where's the PDF with visuals? I finished the book and Now want to go over the visuals and relisten the parts.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Anonymous User
- 08-05-21
Makes sense
Author’s words about using the skill being so much harder than just learning it are so true.
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esto le resultó útil a 1 persona
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Total5 out of 5 stars
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Ejecución3 out of 5 stars
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Historia5 out of 5 stars
- Cliente Amazon
- 12-09-23
Great book missing aditional material
Every time the author said something about tables, figures, transcript’s there’s nothing to refer to. I think a pdf with this material would be a great addition for the experience
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Total3 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- christian
- 11-25-22
Great Book but Missing PDF
This is a great book but it doesn't makes sense to publish it on Audible referring constantly to graphs and figure which we don't have access to as no PDF is provided. I tried to search the internet but with no real luck!
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esto le resultó útil a 1 persona
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Total3 out of 5 stars
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Ejecución5 out of 5 stars
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Historia4 out of 5 stars
- WT
- 02-25-22
Needs accompanying PDF
Many references to figures, some crucial for your understanding of a concept. Disappointing then that there is no PDF with relevant illustrations
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