Spin Selling

Spin Selling by Neil Rackham

Spin Selling PDF
✏Book Title : SPIN Selling
✏Author :
✏Publisher : Routledge
✏Release Date : 2020-04-28
✏Pages : 256 pages
✏ISBN : 9781000154573
Rating: 4/5 from 21 users

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✏SPIN Selling Book Summary : 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 Selling ✍ Neil Rackham

Spin Selling PDF
✏Book Title : SPIN Selling
✏Author : Neil Rackham
✏Publisher : Routledge
✏Release Date : 2020-04-28
✏Pages : 256
✏ISBN : 9781000154573
✏Available Language : English, Spanish, And French

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✏SPIN Selling Book Summary : 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.

The Spin Selling Fieldbook Practical Tools Methods Exercises And Resources PDF
✏Book Title : The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources
✏Author : Neil Rackham
✏Publisher : McGraw Hill Professional
✏Release Date : 1996-06-22
✏Pages : 208
✏ISBN : 9780071368827
✏Available Language : English, Spanish, And French

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✏The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources Book Summary : Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

Major Account Sales Strategy PDF
✏Book Title : Major Account Sales Strategy
✏Author : Neil Rackham
✏Publisher : McGraw Hill Professional
✏Release Date : 1989-01-22
✏Pages : 218
✏ISBN : 9780071708401
✏Available Language : English, Spanish, And French

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✏Major Account Sales Strategy Book Summary : An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

📒Spin Selling ✍ Neil Rackham

Spin Selling PDF
✏Book Title : SPIN Selling
✏Author : Neil Rackham
✏Publisher : McGraw-Hill Professional
✏Release Date : 1988-05-22
✏Pages : 197
✏ISBN : 0070511136
✏Available Language : English, Spanish, And French

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✏SPIN Selling Book Summary : Argues that large-scale sales requires different strategies than small-scale sales, and tells how to explain benefits, prevent objections, identify customer needs, and make effective closings

📒10 Steps To Sales Success ✍ Tim Breithaupt

10 Steps To Sales Success PDF
✏Book Title : 10 Steps to Sales Success
✏Author : Tim Breithaupt
✏Publisher : Amacom Books
✏Release Date : 2003
✏Pages : 272
✏ISBN : 081447165X
✏Available Language : English, Spanish, And French

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✏10 Steps to Sales Success Book Summary : "Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's Ten-Step Model of Sequential Selling, comprising: * Attitudes of Success * Time Management * Prospecting * Building Rapport and Trust * Probing and Listening * Value-Added Solutions * Closing * Creative Negotiation * Action Plans * and Follow-Up. Perfect for both sales novices and veterans, the book includes humorous illustrations to support key points, and provides numerous ""how-to"" examples. It is a must-read for anyone seeking to move beyond sales survival to sales excellence."

📒Smarter Selling ✍ David Lambert

Smarter Selling PDF
✏Book Title : Smarter Selling
✏Author : David Lambert
✏Publisher : Pearson UK
✏Release Date : 2012-09-26
✏Pages : 272
✏ISBN : 9780273750505
✏Available Language : English, Spanish, And French

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✏Smarter Selling Book Summary : This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.

📒Snap Selling ✍ Jill Konrath

Snap Selling PDF
✏Book Title : SNAP Selling
✏Author : Jill Konrath
✏Publisher : Penguin
✏Release Date : 2010-05-27
✏Pages : 320
✏ISBN : 9781101432952
✏Available Language : English, Spanish, And French

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✏SNAP Selling Book Summary : Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

📒Baseline Selling ✍ Dave Kurlan

Baseline Selling PDF
✏Book Title : Baseline Selling
✏Author : Dave Kurlan
✏Publisher : Dave Kurlan
✏Release Date : 2005-11-01
✏Pages : 232
✏ISBN : 9781420895674
✏Available Language : English, Spanish, And French

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✏Baseline Selling Book Summary : Journeys of the World is proud to present its collection of beautiful Travel Photography books, with its first publication: "Journeys of Cinque Terre". This book features a wide variety of photography from all 5 villages, which make up this world renowned and protected area in North Western Italy (Cinque Terre). Regardless of how many countries you plan on visiting or have visited, it's very likely that you will encounter the vast majority of what is featured in our publication when visiting Cinque Terre. In Journeys of Cinque Terre, the photos were taken on the spot, with no prior arrangements and on the "go". Unlike many other publications, we don't stage or make prior arrangements for our photography. Our product also contains over 90% of photography. This is truly what makes this an exciting item. Journeys of Cinque Terre, along with all other products to come out, has been set up to promote the beauty of its chosen location. This item wants to promote the visual history of Cinque Terre, for both Esthetic and Educational purposes. We guarantee that our publication will satisfy any of your curiosities, through the magic of our lenses. For more info, also check out www.journeysoftheworld.com

The New Business Road Test PDF
✏Book Title : The New Business Road Test
✏Author : John Mullins
✏Publisher : Pearson UK
✏Release Date : 2013-10-11
✏Pages : 344
✏ISBN : 9781292003771
✏Available Language : English, Spanish, And French

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✏The New Business Road Test Book Summary : ROAD TEST YOUR IDEA BEFORE YOU WRITE YOUR LEAN START-UP Thinking about starting a new business? Stop! Is there a genuine market for your idea? Do you really want to compete in that industry? Are you the right person to pursue it? No matter how talented you are or how much capital you have, if you’re pursuing a fundamentally flawed opportunity then you’re heading for failure. So before you launch your lean start-up, take your idea for a test drive and make sure it has a fighting chance of working. With an accompanying app, available on iTunes and Android, that will enable readers to easily capture their road test data - notes, interviews, photos or videos - while they are on the go. www.newbusinessroadtest.com

Solution Selling Creating Buyers In Difficult Selling Markets PDF
✏Book Title : Solution Selling Creating Buyers in Difficult Selling Markets
✏Author : Michael T. Bosworth
✏Publisher : Irwin Professional Pub
✏Release Date : 1995
✏Pages : 239
✏ISBN : IND:30000003289497
✏Available Language : English, Spanish, And French

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✏Solution Selling Creating Buyers in Difficult Selling Markets Book Summary : In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.