SPIN® -Selling
  • Author : Neil Rackham
  • Release Date : 28 April 2020
  • Publisher : Routledge
  • Genre : Business & Economics
  • Pages : 256
  • ISBN 13 : 9781000154573
Ratings: 4
From 3 Voters
Get This Book

Download Or Read SPIN® -Selling eBook PDF

Book excerpt: 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
Genre : Business & Economics
Get Book

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. ...

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
Genre : Business & Economics
Get Book

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 ...

The Challenger Sale

The Challenger Sale

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Genre : Business & Economics
Get Book

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 ...

People Buy You

People Buy You

Author : Jeb Blount
Publisher : John Wiley & Sons
Genre : Business & Economics
Get Book

The ultimate guide to relationships, influence and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in ...

Insight Selling

Insight Selling

Author : Mike Schultz,John E. Doerr
Publisher : John Wiley & Sons
Genre : Business & Economics
Get Book

What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3.1 billion in annual ...

Major Account Sales Strategy

Major Account Sales Strategy

Author : Neil Rackham
Publisher : McGraw Hill Professional
Genre : Business & Economics
Get Book

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 ...

Secrets of Question Based Selling

Secrets of Question Based Selling

Author : Thomas Freese
Publisher : Sourcebooks, Inc.
Genre : Business & Economics
Get Book

"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 ...

SUMMARY  Spin Selling  Situation Problem Implication Need Payoff  BY Neil Rackham   The MW Summary Guide

SUMMARY Spin Selling Situation Problem Implication Need Payoff BY Neil Rackham The MW Summary Guide

Author : The Mindset Warrior
Publisher : KP
Genre : Juvenile Nonfiction
Get Book

An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but ...

SPIN Selling

SPIN Selling

Author : Neil Rackham
Publisher : McGraw-Hill Education
Genre : Business & Economics
Get Book

The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12...

Rethinking the Sales Force  Redefining Selling to Create and Capture Customer Value

Rethinking the Sales Force Redefining Selling to Create and Capture Customer Value

Author : John DeVincentis,Neil Rackham
Publisher : McGraw Hill Professional
Genre : Business & Economics
Get Book

In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. ...

Smarter Selling

Smarter Selling

Author : David Lambert,Keith Dugdale
Publisher : Pearson UK
Genre : Business & Economics
Get Book

This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more ...

Gap Selling

Gap Selling

Author : Keenan
Publisher : Sales Guy Publishing
Genre : Uncategorized
Get Book

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the ...

What Great Salespeople Do  The Science of Selling Through Emotional Connection and the Power of Story

What Great Salespeople Do The Science of Selling Through Emotional Connection and the Power of Story

Author : Michael T. Bosworth,Ben Zoldan
Publisher : McGraw Hill Professional
Genre : Business & Economics
Get Book

Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, ...

Solution Selling  Creating Buyers in Difficult Selling Markets

Solution Selling Creating Buyers in Difficult Selling Markets

Author : Michael T. Bosworth
Publisher : Irwin Professional Pub
Genre : Business & Economics
Get Book

In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of ...

SNAP Selling

SNAP Selling

Author : Jill Konrath
Publisher : Penguin
Genre : Business & Economics
Get Book

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter ...