SPIN Selling
| Author | : | |
| Rating | : | 4.74 (640 Votes) |
| Asin | : | 0070511136 |
| Format Type | : | paperback |
| Number of Pages | : | 197 Pages |
| Publish Date | : | 2014-08-22 |
| Language | : | English |
DESCRIPTION:
"Essential for everyone involved in selling or managing the sales function." -- Journal Of Marketing Management
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. 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.. 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. 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
Dave Voyles said Great insight into how people think during conversations. I have more review of books at my blog []"Learn to sell. In business you’re always selling – to your prospects, investors and employees. To be the best salesperson put yourself in the shoes of the person to whom you’re selling. Don’t sell your product. Solve their problems." - Mark CubanWith this in mind, I wanted to improve my ability to sell. In my role as a Tech Evangelist, I don't actually have anything to . Gary R. Schirr said Worth a second (or third) reading. EVERYONE who sells or studies sales knows about SPIN questioning.There can be a problem when an idea or term is ubiquitous: it becomes almost generic or commonplace. Everyone who has had a sales class -- at least mine -- can list the words that comprise the acronym. But it is valuable to return to the original source for insights.It was a pleasure to recently re-read SPIN Selling. Rackman does a fine job of summarizing the results of . "I love this book - I used it in all of" according to TBD. I love this book - I used it in all of my sales training with every new hire sales class I deliver. Wish there were specific examples that tied more directly to our industry.
Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. Mr. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. His academic background is in research psychology. Rackham is the author of more than 50 articles and several books.. NEIL RACKHAM is fou