Spin Selling


Spin Selling
Author: Neil Rackham
Publisher: Routledge
ISBN: 1000154572
Size: 13.39 MB
Format: PDF, ePub, Mobi
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Spin Selling

eBook File: Spin-selling.PDF Book by Neil Rackham, Spin Selling Books available in PDF, EPUB, Mobi Format. Download Spin Selling books, 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
Language: en
Pages: 256
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 2020-04-28 - Publisher: Routledge
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.
SUMMARY: Spin Selling: Situation.Problem.Implication.Need-Payoff: BY Neil Rackham | The MW Summary Guide
Language: en
Pages:
Authors: The Mindset Warrior
Categories: Juvenile Nonfiction
Type: BOOK - Published: 2018-03-02 - Publisher: KP
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
Суперпродавці. Як навчитися продавати, а не впарювати
Language: uk
Pages: 240
Authors: Метью Діксон, Брент Адамсон
Categories: Business & Economics
Type: BOOK - Published: 2019-04-30 - Publisher: Наш формат
Успіх вашого бізнесу залежить від низки чинників, але один із перших — це ефективність відділу продажів. Саме команда продуктивних продавців може стати вашою суперсилою, яка допоможе випереджати конкурентів навіть у складні економічні часи. Як зробити із посереднього менеджера з продажів справжню зірку? Які вміння, знання та підходи впливають на ефективність
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Language: en
Pages: 208
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1996-06-22 - Publisher: McGraw Hill Professional
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,
SUMMARY: Spin Selling: Situation. Problem. Implication. Need-Payoff: by Neil Rackham | the MW Summary Guide
Language: en
Pages: 40
Authors: The Mindset Warrior
Categories: Business & Economics
Type: BOOK - Published: 2018-03-03 - Publisher:
An Easy to Digest Summary Guide... ” BONUS MATERIAL AVAILABLE INSIDE “ If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one.. The Mindset Warrior Summary
The Spin Selling Fieldbook
Language: en
Pages:
Authors: Rackham
Categories: Business & Economics
Type: BOOK - Published: 2004-09-01 - Publisher: Tata McGraw-Hill Education
MPD - No Info
Четыре шага к озарению: Стратегии создания успешных стартапов
Language: ru
Pages:
Authors: Стив Бланк
Categories: Business & Economics
Type: BOOK - Published: - Publisher: Альпина Паблишер
Books about Четыре шага к озарению: Стратегии создания успешных стартапов
Sales Express
Language: en
Pages: 118
Authors: Leo Gough
Categories: Business & Economics
Type: BOOK - Published: 2003-10-31 - Publisher: John Wiley & Sons
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This
Media Selling
Language: en
Pages: 616
Authors: Charles Warner
Categories: Business & Economics
Type: BOOK - Published: 2011-08-26 - Publisher: John Wiley & Sons
This newly revised and updated edition of Media Selling addresses the significant changes that have taken place in media industries over the last few years, while continuing as a seminal resource for information on media sales. A classic in this field, this book has long served students and professionals in
SPIN Selling Skills
Language: en
Pages:
Authors: Charles Warner
Categories: Business & Economics
Type: BOOK - Published: 1989 - Publisher:
Books about SPIN Selling Skills