Neil Rackham and his training company, Huthwaite, put together the SPIN framework
Improving your skills of influencing and persuasion will doubtless grow your business,
Ask the right questions in the right way and your customers will tell you how valuable
Pre-suasion prompts your customers to be receptive to your products, services and
All businesses rely on repeat and future sales for growth and survival. During
Your customers, your kids, your spouse, even yourself – we all have limited attention
In the 1970s, Neil Rackham and his training company Huthwaite developed the SPIN
Persuasion – influencing someone to believe or do something that you want them
We all know that asking the right questions is key to success and that asking the
‘Pre-suasion’ is the art of capturing and channelling attention to move people
When it comes to securing existing or future business with your customers, the questions
You are familiar with the term persuasion – convincing someone to do something
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Charlie Ryan, CMR Recruitment Limited
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