How have problem questions changed in SPIN® Selling?
Video transcription: One of the things which we found thirty years ago was if you ask customers about problems, you find out their needs, you find...
By Neil Rackham | November 07, 2019
Research reveals over 75% of new telecoms products fail
A new bench-marking study into the future of the telecoms industry by sales, negotiation and communication specialists, Huthwaite International,...
By Tony Hughes | November 07, 2019
You had me at pilates! The dangers of argument dilution
On a recent car journey home, I listened to a radio debate involving two health experts discussing potential reasons why the prescription of...
By Shaun James | October 18, 2019