| SPIN Phase
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How you make the sale phase
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| Opening
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Step 1, Research prior to the sale
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Step 2, Meet and greet
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| Investigating
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Step 3, Discovery
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| Demonstrating Capability
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Step 4, Features and benefits
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Step 5. Making the case and presenting the solution
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| Obtaining commitment
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Step 6, The objective is objections: dealing with resistance
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Step 7, Closing: it is OK to ask for the order
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| Not present
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Step 8, Following up for ongoing profitability
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