I don't know whether its the abridged format or whether this is true in the paper book as well, but I can't get through this whole audio book. I was looking for practical application of SPIN selling techniques and instead all I'm getting is the story of how the research evolved. If you are interested in the back-story of SPIN selling, this is the book for you. However if you are interested in gaining practical application ideas, this audio-book won't work.
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