SPIN -Selling by Neil Rackham (English) Paperback Book

Description: FREE SHIPPING UK WIDE SPIN -Selling by Neil Rackham Provides a set of practical techniques which have been tried in many of todays leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author. FORMAT Paperback LANGUAGE English CONDITION Brand New Publisher Description 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; and open questions are more effective than closed questions. All false, says Neil Rackham. He 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 dont work for major sales. Rackham went on to introduce his SPIN-selling method, where 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 todays leading companies with dramatic improvements to their sales performance. Author Biography Bestselling author Neil Rackham is a psychologist with over 25 years experience as a researcher and consultant to some of the worlds leading companies, including AT& T, Microsoft, IBM, Chase Manhatten and McKinsey. In the United States he is President of a leading consulting firm specialising in sales performance. Rackham is also the author of companion volumes Account Strategy for Major Sales and The Management of Major Sales, both published by Gower in hardback. Table of Contents 1 The Huthwaite research, 2 Sales large and small, 3 Investigating: questions and sales success, 4 Customer needs in the major sale, 5 Using questions to uncover implied needs, 6 The SPIN® strategy, 7 Giving benefits in major sales, 8 Preventing objections, 9 Preliminaries: opening the call, 10 Obtaining commitment: closing the sale, 11 Turning theory into practice Review totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading Sales and Marketing Management It breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession. Sales Technique essential reading for everyone involved in selling or managing the sales function. Journal of Marketing Management Long Description 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 Neil Rackham. He 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 dont work for major sales. Rackham went on to introduce his SPIN Review Quote Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading - Sales and Marketing Management Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession. - Sales Technique Essential reading for everyone involved in selling or managing the sales function. - Journal of Marketing Management Details ISBN0566076896 Author Neil Rackham Year 1995 ISBN-10 0566076896 ISBN-13 9780566076893 Format Paperback Publication Date 1995-11-23 Imprint Gower Publishing Ltd Place of Publication Aldershot Country of Publication United Kingdom Illustrations illustrations, index Birth 1942 Media Book Language English Publisher Taylor & Francis Ltd Pages 256 DEWEY 658.85 UK Release Date 1995-11-23 AU Release Date 1995-11-23 NZ Release Date 1995-11-23 Alternative 9780367410148 Audience Professional & Vocational We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! 30 DAY RETURN POLICY No questions asked, 30 day returns! FREE DELIVERY No matter where you are in the UK, delivery is free. SECURE PAYMENT Peace of mind by paying through PayPal and eBay Buyer Protection TheNile_Item_ID:135887495;

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