SPIN Selling

  • Publsiher : McGraw-Hill Education
  • Release : 22 May 1988
  • ISBN : 0070511136
  • Page : 216 pages
  • Rating : 4/5 from 3 voters

Download or read book entitled SPIN Selling written by Neil Rackham and published by McGraw-Hill Education online. This book was released on 22 May 1988 with total pages 216. Available in PDF, EPUB and Kindle. Get best books that you want by click Get Book Button and Read as many books as you like.

Book Excerpt : 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, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

SPIN Selling

SPIN Selling
Author: Neil Rackham
Publisher: McGraw-Hill Education
Relase: 1988-05-22
ISBN: 0070511136
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SPIN Selling

SPIN    Selling
Author: Neil Rackham
Publisher: Routledge
Relase: 2020-04-28
ISBN: 9781000154573
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The Spin Selling Fieldbook

The Spin Selling Fieldbook
Author: Rackham
Publisher: Tata McGraw-Hill Education
Relase: 2004-09-01
ISBN: 0070594163
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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
Relase: 1996-06-22
ISBN: 9780071368827
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The Challenger Sale

The Challenger Sale
Author: Matthew Dixon,Brent Adamson
Publisher: Penguin
Relase: 2011-11-10
ISBN: 9781101545898
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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
Relase: 2018-03-02
ISBN: 0987654321XXX
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SNAP Selling

SNAP Selling
Author: Jill Konrath
Publisher: Penguin
Relase: 2010-05-27
ISBN: 9781101432952
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Major Account Sales Strategy

Major Account Sales Strategy
Author: Neil Rackham
Publisher: McGraw Hill Professional
Relase: 1989-01-22
ISBN: 9780071708401
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10 Steps to Sales Success

10 Steps to Sales Success
Author: Tim Breithaupt
Publisher: Amacom Books
Relase: 2003
ISBN: 081447165X
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SUMMARY and CONCISE ANALYSIS of SPIN Selling the Best Validated Sales Method Available Today by Neil Rackham

SUMMARY and CONCISE ANALYSIS of SPIN Selling  the Best Validated Sales Method Available Today by Neil Rackham
Author: AscentPrint
Publisher: Unknown
Relase: 2021-02-05
ISBN: 9798705061372
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Insight Selling

Insight Selling
Author: Mike Schultz,John E. Doerr
Publisher: John Wiley & Sons
Relase: 2014-04-30
ISBN: 9781118875063
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Baseline Selling

Baseline Selling
Author: Dave Kurlan
Publisher: Dave Kurlan
Relase: 2005-11-01
ISBN: 9781420895674
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Secrets of Question Based Selling

Secrets of Question Based Selling
Author: Thomas Freese
Publisher: Sourcebooks, Inc.
Relase: 2013-11-05
ISBN: 9781402287534
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The Maverick Selling Method

The Maverick Selling Method
Author: Brian Burns
Publisher: Brian Burns
Relase: 2009
ISBN: 0987654321XXX
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Objections

Objections
Author: Jeb Blount
Publisher: John Wiley & Sons
Relase: 2018-06-13
ISBN: 9781119477389
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