SPIN®-Selling PDF
By:Neil Rackham
Published on 2017-09 by Routledge
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.
This Book was ranked at 33 by Google Books for keyword Questions de société.
Book ID of SPIN®-Selling's Books is Xc2qtAEACAAJ, Book which was written byNeil Rackhamhave ETAG "ixDlIC4DqPY"
Book which was published by Routledge since 2017-09 have ISBNs, ISBN 13 Code is 9781138465954 and ISBN 10 Code is 113846595X
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