Description
Book Synopsis: Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12 year, $1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high value product and services. By following the simple, practical, and easy to apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.
Details
Are you tired of traditional sales methods failing to produce results in major sales? Look no further than SPIN Selling, the groundbreaking resource written by sales expert Neil Rackham. With over 12 years of extensive research and a $1 million investment, Rackham has developed the revolutionary SPIN strategy (Situation, Problem, Implication, Need payoff) to help you dramatically increase your sales volume from major accounts. Don't miss out on the opportunity to learn from the best and achieve record-breaking high-end sales performance.
Are you ready to uncover the secrets of success in major sales? SPIN Selling, authored by Neil Rackham, provides you with an unparalleled understanding of what it takes to sell high-value products and services. Drawing from real-world examples, informative case studies, and hard research data, Rackham reveals why traditional sales methods fall short in major sales and how the SPIN strategy can transform your approach. Take your sales game to the next level and start closing those major deals with SPIN Selling.
If you're involved in selling or managing a sales force, SPIN Selling by Neil Rackham is a must-read. This extensively documented account of sales success is the culmination of 12 years of research and a $1 million investment by the Huthwaite corporation. Discover the power of the SPIN strategy - Situation, Problem, Implication, Need payoff - and learn why conventional selling methods are doomed to fail in major sales. Equip yourself with the knowledge and techniques to outperform the competition and achieve record-breaking sales performance.
Ready to take your sales volume from major accounts to new heights? SPIN Selling by Neil Rackham is the key to unlocking your potential. As the former president and founder of Huthwaite corporation, Rackham's expertise is unrivaled. From understanding customer needs in the major sale to giving benefits that resonate, Rackham covers it all in this comprehensive guide. Experience the transformational power of the SPIN strategy and propel your sales success to new levels. Don't delay, start your journey to high-end sales performance now.
Click here to discover the million-dollar key to understanding and producing record-breaking high-end sales performance with SPIN Selling by Neil Rackham.
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