Spin - Selling by Neil Rackham

Spin - Selling by Neil Rackham

£10.74

Availability: Out of stock

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.

Description

Details

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 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(R)-Selling method, where SPIN(R) describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN(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.

Additional Information

Additional Information

SKU GOR001236730
Title Spin - Selling
Author By (author) Neil Rackham
Condition VERYGOOD
Binding Type Paperback
Publisher Gower Publishing Ltd
Year Published 1995
Number of Pages 272
ISBN 10 0566076896
ISBN 13 9780566076893
Edition N/A
Prizes N/A
Cover Note: Book picture is for illustrative purposes only, actual cover or edition may vary.
Note: 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.
Ex Library No
Description

Details

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 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(R)-Selling method, where SPIN(R) describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN(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.
Additional Information

Additional Information

SKU GOR001236730
Title Spin - Selling
Author By (author) Neil Rackham
Condition VERYGOOD
Binding Type Paperback
Publisher Gower Publishing Ltd
Year Published 1995
Number of Pages 272
ISBN 10 0566076896
ISBN 13 9780566076893
Edition N/A
Prizes N/A
Cover Note: Book picture is for illustrative purposes only, actual cover or edition may vary.
Note: 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.
Ex Library No