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SPIN (R) -Selling By Neil Rackham

SPIN (R) -Selling by Neil Rackham

Condition - Very Good
$30.99
<30 in stock

Summary

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.

SPIN (R) -Selling Summary

SPIN (R) -Selling by Neil Rackham

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 (R) -Selling Reviews

'Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' - Sales and Marketing Management 'Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.' - Sales Technique 'Essential reading for everyone involved in selling or managing the sales function.' - Journal of Marketing Management

About Neil Rackham

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Table of Contents

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

Additional information

GOR001236730
9780566076893
0566076896
SPIN (R) -Selling by Neil Rackham
Used - Very Good
Paperback
Taylor & Francis Ltd
1995-11-23
256
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

Customer Reviews - SPIN (R) -Selling