Read SPIN Selling: Situation Problem Implication Need-payoff

SPIN Selling: Situation Problem Implication Need-payoff

Neil Rackham

4.9/5 (17485 ratings)

Description: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.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with SPIN Selling: Situation Problem Implication Need-payoff. To get started finding SPIN Selling: Situation Problem Implication Need-payoff, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

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ISBN: 0070511136

Description: 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.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with SPIN Selling: Situation Problem Implication Need-payoff. To get started finding SPIN Selling: Situation Problem Implication Need-payoff, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

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SPIN Selling: Situation Problem Implication Need-payoff

SPIN Selling: Situation Problem Implication Need-payoff

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