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Spin(r) -Selling
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Spin(r) -Selling Paperback - 1995

by Neil Rackham


From the publisher

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.

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Details

  • Title Spin(r) -Selling
  • Author Neil Rackham
  • Binding Paperback
  • Edition Reprint
  • Pages 256
  • Volumes 1
  • Language ENG
  • Publisher Routledge, Hampshire, U.K.
  • Date 1995-11-23
  • ISBN 9780566076893 / 0566076896
  • Weight 0.8 lbs (0.36 kg)
  • Dimensions 9.21 x 6.14 x 0.54 in (23.39 x 15.60 x 1.37 cm)
  • Dewey Decimal Code 658

About the author

Neil Rackham, Huthwaite Incorporated, Virginia, USA

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SPIN®-Selling

SPIN®-Selling

by Rackham, Neil

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SPIN®-Selling

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SPIN®-Selling

SPIN®-Selling

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Spin - Selling
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Spin - Selling

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SPIN�-Selling
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SPIN�-Selling

by Rackham, Neil

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SPIN-Selling
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SPIN-Selling

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SPIN (R)-Selling

SPIN (R)-Selling

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Spin-Selling
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Spin-Selling

by Rackham, Neil

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ISBN 10 / ISBN 13
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SPIN® -Selling

SPIN® -Selling

by Neil Rackham

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ISBN 10 / ISBN 13
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SPIN-Selling
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SPIN-Selling

by Rackham, Neil

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Paperback
ISBN 10 / ISBN 13
9780566076893 / 0566076896
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