SPIN® -Selling

SPIN® -Selling
Author :
Publisher : Taylor & Francis
Total Pages : 253
Release :
ISBN-10 : 9781000111484
ISBN-13 : 1000111482
Rating : 4/5 (84 Downloads)

Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.


SPIN® -Selling Related Books

SPIN® -Selling
Language: en
Pages: 253
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 2020-04-28 - Publisher: Taylor & Francis

DOWNLOAD EBOOK

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product
Virtual Selling
Language: en
Pages: 407
Authors: Jeb Blount
Categories: Business & Economics
Type: BOOK - Published: 2020-07-28 - Publisher: John Wiley & Sons

DOWNLOAD EBOOK

And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual
Selling Retail
Language: en
Pages: 384
Authors: John F. Lawhon
Categories:
Type: BOOK - Published: - Publisher:

DOWNLOAD EBOOK

Reverse Selling
Language: en
Pages:
Authors: Brandon Mulrenin
Categories:
Type: BOOK - Published: 2021-08-13 - Publisher:

DOWNLOAD EBOOK

The Science of Selling
Language: en
Pages: 289
Authors: David Hoffeld
Categories: Business & Economics
Type: BOOK - Published: 2022-02-08 - Publisher: Penguin

DOWNLOAD EBOOK

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psycholo