SPIN Selling

SPIN    Selling
  • Author : Neil Rackham
  • Publsiher : Routledge
  • Release : 28 April 2020
  • ISBN : 1000154572
  • Pages : 256 pages
  • Rating : 4/5 from 21 ratings
GET THIS BOOKSPIN Selling

Summary:
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.


SPIN® -Selling

SPIN® -Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release : 28 April 2020
GET THIS BOOKSPIN® -Selling

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


The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
  • Author : Neil Rackham
  • Publisher : McGraw Hill Professional
  • Release : 22 June 1996
GET THIS BOOKThe SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case


Major Account Sales Strategy

Major Account Sales Strategy
  • Author : Neil Rackham
  • Publisher : McGraw Hill Professional
  • Release : 22 January 1989
GET THIS BOOKMajor Account Sales Strategy

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here


Selling 101

Selling 101
  • Author : Zig Ziglar
  • Publisher : Thomas Nelson
  • Release : 01 April 2003
GET THIS BOOKSelling 101

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education.


How To Sell When Nobody's Buying

How To Sell When Nobody's Buying
  • Author : Dave Lakhani
  • Publisher : John Wiley & Sons
  • Release : 15 June 2009
GET THIS BOOKHow To Sell When Nobody's Buying

The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling


The Challenger Sale

The Challenger Sale
  • Author : Matthew Dixon,Brent Adamson
  • Publisher : Penguin
  • Release : 10 November 2011
GET THIS BOOKThe Challenger Sale

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may


Secrets of Question-Based Selling

Secrets of Question-Based Selling
  • Author : Thomas Freese
  • Publisher : Sourcebooks, Inc.
  • Release : 05 November 2013
GET THIS BOOKSecrets of Question-Based Selling

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great


The Ultimate Book of Sales Techniques

The Ultimate Book of Sales Techniques
  • Author : Stephan Schiffman
  • Publisher : Simon and Schuster
  • Release : 18 December 2012
GET THIS BOOKThe Ultimate Book of Sales Techniques

The secrets of breakout selling! Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as: Sales don't


The Ultimate Sales Machine

The Ultimate Sales Machine
  • Author : Chet Holmes
  • Publisher : Penguin
  • Release : 21 June 2007
GET THIS BOOKThe Ultimate Sales Machine

Chet Holmes has been called "one of the top 20 change experts in the country." He helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. Too many managers jump at every new trend, but don't stick with any of them. Instead, says Holmes, focus


Digital Marketing Excellence

Digital Marketing Excellence
  • Author : Dave Chaffey,PR Smith
  • Publisher : Taylor & Francis
  • Release : 31 March 2017
GET THIS BOOKDigital Marketing Excellence

Now in its fifth edition, the hugely popular Digital Marketing Excellence: Planning, Optimizing and Integrating Online Marketing is fully updated, keeping you in line with the changes in this dynamic and exciting field and helping you create effective and up-to-date customer-centric digital marketing plans. A practical guide to creating and executing digital marketing plans, it combines established approaches to marketing planning with the creative use of new digital models and digital tools. It is designed to support both marketers and


Agile Selling

Agile Selling
  • Author : Jill Konrath
  • Publisher : Penguin
  • Release : 29 May 2014
GET THIS BOOKAgile Selling

Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly


Mastering the Complex Sale

Mastering the Complex Sale
  • Author : Jeff Thull
  • Publisher : John Wiley and Sons
  • Release : 10 March 2010
GET THIS BOOKMastering the Complex Sale

Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival


Krazy Karakuri Origami

Krazy Karakuri Origami
  • Author : Andrew Dewar
  • Publisher : Tuttle Publishing
  • Release : 04 November 2014
GET THIS BOOKKrazy Karakuri Origami

Make moveable origami projects with this great beginner level origami ebook! Karakuri are traditional Japanese mechanized puppets originally made from the 17th to 19th century. The word karakuri means "mechanism" or "trick". Krazy Karakuri Origami is a unique paper craft that brings together the of art paper folding and the fun of karakuri. Amaze your friends as you watch your origami paper creations wiggle, walk, tumble, shuffle and spin right before your eyes! Renowned origami artist and teacher, Andrew Dewar


To Sell Is Human

To Sell Is Human
  • Author : Daniel H. Pink
  • Publisher : Penguin
  • Release : 31 December 2012
GET THIS BOOKTo Sell Is Human

#1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth


Ziglar on Selling

Ziglar on Selling
  • Author : Zig Ziglar
  • Publisher : Thomas Nelson
  • Release : 13 May 2007
GET THIS BOOKZiglar on Selling

Want to be on top in your sales career? How do you succeed in the profession of selling?while also maintaining your sanity, avoiding ulcers and heart attacks, continuing in a good relationship with your spouse and children, meeting your financial obligations, and preparing for those "golden years,"?and still have a moment you can call your own? Zig Ziglar shows you how, sharing information, direction, inspiration, laughter, and tears that will help you make the necessary choices for a