EAN: 9780566076893

SPIN(R) -SELLING - NEIL RACKHAM TASCHENBUCH

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.

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