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The SPIN model of probing, developed by Neil Rackham, is designed to help salespeople effectively understand and address the needs of their prospects. The rationale
The SPIN model of probing, developed by Neil Rackham, is designed to help salespeople effectively understand and address the needs of their prospects. The rationale for using the SPIN model lies in its structured approach to questioning, which helps sales reps build deeper relationships with clients and close more complex deals
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