SPIN Selling
Score: 4.5
From 12 Ratings

SPIN Selling


  • Author: Neil Rackham
  • Release Date : 1988-05-22
  • Genre: Business & Personal Finance
  • File Size: 7539193 Bytes


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-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practic...

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

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


  • Author: Neil Rackham
  • Release Date : 1996-06-22
  • Genre: Business & Personal Finance
  • File Size: 17888806 Bytes


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 studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author ...

SPIN    Selling

SPIN Selling


  • Author : Neil Rackham
  • Publisher : Routledge
  • Release Date : 2020-04-28
  • Genre: Business & Economics
  • Pages :
  • ISBN 10 : 9781000154573


SPIN Selling Book 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; 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...

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 Date : 1996-06-22
  • Genre: Business & Economics
  • Pages :
  • ISBN 10 : 9780071368827


The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources Book Description :

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 studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the ori...

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
  • Release Date : 2018-03-02
  • Genre: Juvenile Nonfiction
  • Pages :
  • ISBN 10 :


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

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 would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today! NOTE: To Purchase the "Spin Selling"(full book); which this is not, simply type in the name of the book in the search b...

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 :
  • Release Date : 2018-03-03
  • Genre:
  • Pages :
  • ISBN 10 : 1986159744


SUMMARY Spin Selling Situation Problem Implication Need Payoff by Neil Rackham the MW Summary Guide Book Description :

An Easy to Digest Summary Guide... ” BONUS MATERIAL AVAILABLE INSIDE “ If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one.. 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 would like a reminder of the information? Maybe you haven't read the book, but want a short summary to save time? Maybe you'd just like a summarized version to refer to in the future? In any case, The Mindset Warrior Summary Guid...

Major Account Sales Strategy
Score: 5
From 1 Ratings

Major Account Sales Strategy


  • Author : Neil Rackham
  • Publisher : McGraw Hill Professional
  • Release Date : 1989-01-22
  • Genre: Business & Economics
  • Pages :
  • ISBN 10 : 9780071708401


Major Account Sales Strategy Book Description :

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 will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accou...

10 Steps to Sales Success

10 Steps to Sales Success


  • Author : Tim Breithaupt
  • Publisher : AMACOM Div American Mgmt Assn
  • Release Date : 2003
  • Genre: Business & Economics
  • Pages :
  • ISBN 10 : 081447165X


10 Steps to Sales Success Book Description :

"Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's Ten-Step Model of Sequential Selling, comprising: * Attitudes of Success * Time Management * Prospecting * Building Rapport and Trust * Probing and Listening * Value-Added Solutions * Closing * Creative Negotiation * Action Plans * and Follow-Up. Perfect for both sales novices and veterans...

Mastering the Complex Sale

Mastering the Complex Sale


  • Author : Jeff Thull
  • Publisher : John Wiley and Sons
  • Release Date : 2010-03-10
  • Genre: Business & Economics
  • Pages :
  • ISBN 10 : 0470632593


Mastering the Complex Sale Book Description :

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 guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the ...

Hubris
Score: 4
From 7 Ratings

Hubris


  • Author : Michael Isikoff
  • Publisher : Broadway Books
  • Release Date : 2007
  • Genre: History
  • Pages :
  • ISBN 10 : 9780307346827


Hubris Book Description :

A behind-the-scenes analysis of the controversial decisions and power struggles that went on within the Bush administration as officials planned and defended the invasion of Iraq examines Bush's determination to get rid of Saddam Hussein and the outing of a CIA officer that led to an indictment of a White House official, among other controversial topics. Reprint. 50,000 first printing....

Secrets of Question Based Selling
Score: 5
From 2 Ratings

Secrets of Question Based Selling


  • Author : Thomas Freese
  • Publisher : Sourcebooks, Inc.
  • Release Date : 2013-11-05
  • Genre: Business & Economics
  • Pages :
  • ISBN 10 : 9781402287534


Secrets of Question Based Selling Book Description :

"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 salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sale...

Smarter Selling

Smarter Selling


  • Author : David Lambert
  • Publisher : Pearson UK
  • Release Date : 2012-09-26
  • Genre: Business & Economics
  • Pages :
  • ISBN 10 : 9780273750505


Smarter Selling Book Description :

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 value, you will end up not just with more satisfied customers, but with more sales as well....