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SPIN Selling: Situation Problem Implication Need-payoff

Neil Rackham
4.00/5 (11210 ratings)
Read Now Download Now
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.
Format:
Pages:
pages
Publication:
Publisher:
Edition:
1st, First Edition
Language:
ISBN10:
0070511136
ISBN13:
9780070511132
kindle Asin:
B06XB35VCH

SPIN Selling: Situation Problem Implication Need-payoff

Neil Rackham
4.00/5 (11210 ratings)
Read Download
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.
Format:
Pages:
pages
Publication:
Publisher:
Edition:
1st, First Edition
Language:
ISBN10:
0070511136
ISBN13:
9780070511132
kindle Asin:
B06XB35VCH

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