Sinopsis
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.
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Acerca del autor
Neil Rackham, Huthwaite Incorporated, Virginia, USA
De la contraportada
Provides a set of practical techniques which have been tried in many of today's 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.
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SPIN® -Selling
Publicado por
Routledge, 2021
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Condición: good. Book shows general signs of use and handling. May have light wear on the cover or edges and minimal writing or highlighting. Binding remains tight, and pages are clean and readable. Nº de ref. del artículo: CTXV.0566076896.G
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Spin-Selling:
Publicado por
GOWER PUBLISHING CO, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Librería: HPB-Diamond, Dallas, TX, Estados Unidos de America
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Spin-Selling
Librería: GreatBookPrices, Columbia, MD, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Condición: New. Nº de ref. del artículo: 1416266-n
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SPIN Selling (Paperback)
Publicado por
Taylor & Francis Ltd, Aldershot, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Librería: Grand Eagle Retail, Bensenville, IL, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Paperback. Condición: new. Paperback. 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 don't 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 today's leading companies with dramatic improvements to their sales performance. Provides a set of practical techniques which have been tried in many of today's 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. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Nº de ref. del artículo: 9780566076893
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Spin-Selling
Publicado por
Routledge, 2021
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Librería: GreatBookPrices, Columbia, MD, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Condición: As New. Unread book in perfect condition. Nº de ref. del artículo: 1416266
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SPIN-Selling
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Ashgate Publishing Company, 2021
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Condición: New. pp. 272 Illus. Nº de ref. del artículo: 3292397
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SPIN® -Selling
Librería: WorldofBooks, Goring-By-Sea, WS, Reino Unido
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Paperback. Condición: Fair. A readable copy of the book which may include some defects such as highlighting and notes. Cover and pages may be creased and show discolouration. Nº de ref. del artículo: GOR002489420
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SPIN® -Selling
Librería: WorldofBooks, Goring-By-Sea, WS, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Paperback. Condición: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Nº de ref. del artículo: GOR001236730
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SPIN® -Selling
Publicado por
Taylor and Francis Ltd, GB, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
Nuevo
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Librería: Rarewaves.com USA, London, LONDO, Reino Unido
Calificación del vendedor: 5 de 5 estrellas
Paperback. Condición: New. 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 questionsProblem questionsImplication questionsNeed-payoff questionsSPIN-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. Nº de ref. del artículo: LU-9780566076893
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SPIN® -Selling
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