SPIN Selling: Situation Problem Implication Need-payoff

Despite SPIN Selling’s proof that traditional closing methods are damaging in larger sales, closing techniques have an enduring popularity amongst sellers. Why is this? What reasoning might a seller have to continue using closing techniques? Cite evidence from the text.

Which part of the SPIN method does the text claim is the hardest to implement? Why? How does the book suggest making it easier?

Though Rackham has tested the SPIN method repeatedly, he still casts doubt on the validity of his experiments due to the number of uncontrolled variables. In spite of this, is Rackham’s research still valid? Why or why not?