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SPIN® -Selling de Neil Rackham

SPIN® -Selling

Autor Neil Rackham
en Limba Engleză Paperback – 23 noi 1995
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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Specificații

ISBN-13: 9780566076893
ISBN-10: 0566076896
Pagini: 256
Ilustrații: illustrations, index
Dimensiuni: 156 x 234 x 15 mm
Greutate: 0.4 kg
Ediția:New ed. Revised
Editura: Taylor & Francis
Colecția Routledge
Locul publicării:Oxford, United Kingdom

Public țintă

Professional Practice & Development

Cuprins

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

Notă biografică

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Descriere

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 (R)-Selling method. SPIN (R) describes the whole selling process:Situation questionsProblem questionsImplication questionsNeed-payoff questionsSPIN (R)-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.