In this session we talked about the difference beween [[Manipulative sales]] or hard sales and [[Consultative sales]]. The last one won :-)

Furthermore and more importantly we talked about the [[SPIN]] sales method described in [[The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources]]

!SPIN selling
<<tiddler [[SPIN]]>>

!How you make the sale
Outside of the scope of the MBI i read "How to make the sale" from Frank McNair as a preperation:
<<tiddler [[How you make the sale]]>>
bag
mbi_public
created
Sun, 12 Jun 2011 14:38:08 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 14:38:08 GMT
modifier
dirkjan
tags
M16
Session
creator
dirkjan