Download the fantastic book titled SPIN Selling written by Neil Rackham, available in its entirety in both PDF and EPUB formats for online reading. This page includes a concise summary, a preview of the book cover, and detailed information about "SPIN Selling", which was released on 28 April 2020. We suggest perusing the summary before initiating your download. This book is a top selection for enthusiasts of the Business & Economics genre.
Summary of SPIN Selling by Neil Rackham PDF
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.
Detail About SPIN Selling PDF
- Author : Neil Rackham
- Publisher : Taylor & Francis
- Genre : Business & Economics
- Total Pages : 253 pages
- ISBN : 1000111482
- Release Date : 28 April 2020
- PDF File Size : 29,6 Mb
- Language : English
- Rating : 4/5 from 21 reviews
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