SPIN Selling

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.

Produk Detail:

  • Author : Neil Rackham
  • Publisher : Routledge
  • Pages : 256 pages
  • ISBN : 1000154572
  • Rating : 4/5 from 21 reviews
CLICK HERE TO GET THIS BOOKSPIN Selling

SPIN® -Selling

SPIN® -Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release : 28 April 2020
GET THIS BOOKSPIN® -Selling

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

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
  • Author : Neil Rackham
  • Publisher : McGraw Hill Professional
  • Release : 22 June 1996
GET THIS BOOKThe SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case

Major Account Sales Strategy

Major Account Sales Strategy
  • Author : Neil Rackham
  • Publisher : McGraw Hill Professional
  • Release : 22 January 1989
GET THIS BOOKMajor Account Sales Strategy

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here

SPIN Selling

SPIN Selling
  • Author : Neil Rackham
  • Publisher : McGraw-Hill Professional
  • Release : 22 May 1988
GET THIS BOOKSPIN Selling

Argues that large-scale sales requires different strategies than small-scale sales, and tells how to explain benefits, prevent objections, identify customer needs, and make effective closings

10 Steps to Sales Success

10 Steps to Sales Success
  • Author : Tim Breithaupt
  • Publisher : Amacom Books
  • Release : 14 April 2021
GET THIS BOOK10 Steps to Sales Success

"Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's Ten-Step Model of

Smarter Selling

Smarter Selling
  • Author : David Lambert,Keith Dugdale
  • Publisher : Pearson UK
  • Release : 26 September 2012
GET THIS BOOKSmarter Selling

This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.

SNAP Selling

SNAP Selling
  • Author : Jill Konrath
  • Publisher : Penguin
  • Release : 27 May 2010
GET THIS BOOKSNAP Selling

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles

The Customer Loyalty Loop

The Customer Loyalty Loop
  • Author : Noah Fleming
  • Publisher : Red Wheel/Weiser
  • Release : 21 November 2016
GET THIS BOOKThe Customer Loyalty Loop

How do you grow a truly sustainable business in the hypercompetitive 21st century? By using the practical, psychology-based strategies in this book to dive into the mind of your customer and enhance your business’s customer experience by creating “buying loops” that keep your customers coming back for more. The Customer Loyalty Loop includes proven, science-backed secrets for building legions of loyal customers who will become evangelists for your business, buy from you repeatedly, and actually enjoy doing business with

Baseline Selling

Baseline Selling
  • Author : Dave Kurlan
  • Publisher : Dave Kurlan
  • Release : 01 November 2005
GET THIS BOOKBaseline Selling

Journeys of the World is proud to present its collection of beautiful Travel Photography books, with its first publication: "Journeys of Cinque Terre". This book features a wide variety of photography from all 5 villages, which make up this world renowned and protected area in North Western Italy (Cinque Terre). Regardless of how many countries you plan on visiting or have visited, it's very likely that you will encounter the vast majority of what is featured in our publication when visiting

Mastering the Complex Sale

Mastering the Complex Sale
  • Author : Jeff Thull
  • Publisher : John Wiley and Sons
  • Release : 10 March 2010
GET THIS BOOKMastering the Complex Sale

Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival

SUMMARY: Spin Selling: Situation.Problem.Implication.Need-Payoff: BY Neil Rackham | The MW Summary Guide

SUMMARY: Spin Selling: Situation.Problem.Implication.Need-Payoff: BY Neil Rackham | The MW Summary Guide
  • Author : The Mindset Warrior
  • Publisher : KP
  • Release : 02 March 2018
GET THIS BOOKSUMMARY: Spin Selling: Situation.Problem.Implication.Need-Payoff: BY Neil Rackham | The MW Summary Guide

An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer

The New Business Road Test

The New Business Road Test
  • Author : John Mullins
  • Publisher : Pearson UK
  • Release : 11 October 2013
GET THIS BOOKThe New Business Road Test

ROAD TEST YOUR IDEA BEFORE YOU WRITE YOUR LEAN START-UP Thinking about starting a new business? Stop! Is there a genuine market for your idea? Do you really want to compete in that industry? Are you the right person to pursue it? No matter how talented you are or how much capital you have, if you’re pursuing a fundamentally flawed opportunity then you’re heading for failure. So before you launch your lean start-up, take your idea for a

Ready Player One

Ready Player One
  • Author : Ernest Cline
  • Publisher : Ballantine Books
  • Release : 16 August 2011
GET THIS BOOKReady Player One

#1 NEW YORK TIMES BESTSELLER • Now a major motion picture directed by Steven Spielberg. “Enchanting . . . Willy Wonka meets The Matrix.”—USA Today • “As one adventure leads expertly to the next, time simply evaporates.”—Entertainment Weekly A world at stake. A quest for the ultimate prize. Are you ready? In the year 2045, reality is an ugly place. The only time Wade Watts really feels alive is when he’s jacked into the OASIS, a vast virtual world where most of humanity spends

Extreme Productivity

Extreme Productivity
  • Author : Robert C. Pozen
  • Publisher : Harper Collins
  • Release : 02 October 2012
GET THIS BOOKExtreme Productivity

“Required reading for professionals—and aspiring professionals—of all levels.” —Shirley Ann Jackson, President of Rensselaer Polytechnic Institute and Former Chairman of U.S. Nuclear Regulatory Commission Robert C. Pozen, one of the business world’s most successful—and productive—executives, reveals the surprising secrets to workplace productivity and high performance. It's far too easy for working professionals to become overwhelmed by a pile of time-sensitive projects, a backlog of emails, and endless meetings. In order to be truly productive,

Selling 101

Selling 101
  • Author : Zig Ziglar
  • Publisher : Thomas Nelson
  • Release : 01 April 2003
GET THIS BOOKSelling 101

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education.