
SPIN (R) -Selling
Neil Rackham(Author)
Routledge (Publisher)
1st Edition
Published on 28. April 2020
256 pages
978-1-000-15457-3 (ISBN)
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Description
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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.
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.
More details
Edition
1. Auflage
Language
English
Place of publication
London
United Kingdom
Publishing group
Taylor & Francis Ltd
Target group
Professional and scholarly
Product notice
Reflowable
File size
7,22 MB
ISBN-13
978-1-000-15457-3 (9781000154573)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions


Neil Rackham
SPIN (R) -Selling
Book
11/1995
1st Edition
Gower Publishing Ltd
€35.00
Shipment within 10-20 days
Person
Neil Rackham, Huthwaite Incorporated, Virginia, USA
Content
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 (R) 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
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