SPIN® -Selling - Softcover

Rackham, Neil

Softcover

ISBN 10: 0566076896 ISBN 13: 9780566076893

Verlag: Routledge, 2021

Inhaltsangabe

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.

Über diesen Titel

Über die Autorin bzw. den Autor

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Von der hinteren Coverseite

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.

Details zur Ausgabe

• Verlag: Routledge
• Erscheinungsdatum: 2021
• Sprache: Englisch
• ISBN 10: 0566076896
• ISBN 13: 9780566076893
• Einband: Taschenbuch
• Anzahl der Seiten: 256
• Kontakt zum Hersteller: BOOKS etc..; cs@booksetc.co.uk; ; BOOKS etc.; Aldershot; Vereinigtes Königreich
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