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:
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.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
'Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' - Sales and Marketing Management
'Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.' - Sales Technique
'Essential reading for everyone involved in selling or managing the sales function.' - Journal of Marketing Management
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
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Descrizione libro Paperback. Condizione: new. New Copy. Customer Service Guaranteed. Codice articolo think0566076896
Descrizione libro paperback. Condizione: New. Language: ENG. Codice articolo 9780566076893
Descrizione libro Paperback. Condizione: new. Paperback. 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; and open questions are more effective than closed questions. All false, says Neil Rackham. He 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, where 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. 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. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Codice articolo 9780566076893
Descrizione libro Paperback / softback. Condizione: New. This item is printed on demand. New copy - Usually dispatched within 5-9 working days. Codice articolo C9780566076893
Descrizione libro Condizione: new. Codice articolo df372d2b7b05b2e74143d320faef8bfd
Descrizione libro Paperback or Softback. Condizione: New. Spin(r) -Selling 0.8. Book. Codice articolo BBS-9780566076893
Descrizione libro Paperback. Condizione: New. Codice articolo 6666-TNF-9780566076893
Descrizione libro Paperback. Condizione: Brand New. 272 pages. 9.25x6.22x0.79 inches. In Stock. Codice articolo __0566076896
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