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December 21, 2008


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Mohit Gupta

good workt,
thanks for the information

Steve Eisenberg

What is the best audio book available on consultative selling that you would suggest buying? Do you think of SPIN Selling as Consultative sales methodology?

Doug Wagner

Hi Steve,

I really don't have a recommended reading for audio or otherwise. Consultative selling basically has the premise of the sales person becoming a trusted advisor to the customer. Haven't read much on SPIN (yet) but if it shares that premise or similar, then it's a variant.



Update: SPIN is a method of investigative questioning. Consultative selling takes it a step further and has the salesperson become a trusted advisor.

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