No, this isn’t about selling by putting a “spin” on what you tell the client. SPIN is an acronym for the research that supports this unique book. Most books on selling come from lessons learned in low-dollar or purely consumer sales. They espouse lots of presenting and pitching until the client is battered into buying. This approach, derived from high-ticket business-to-business sales, emphasizes intelligent and highly structured questioning to accomplish everything from qualification to closing. One well-conducted SPIN call will change the way you sell forever.