SPIN Selling

Written By Neil Rackham
SPIN Selling
  • Publsiher : McGraw-Hill Education
  • Release : 22 May 1988
  • ISBN : 9780070511132
  • Pages : 216 pages
  • Rating : 4/5 from 3 reviews
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Download or read book entitled SPIN Selling by author: Neil Rackham which was release on 22 May 1988 and published by McGraw-Hill Education with total page 216 pages . This book available in PDF, EPUB and Kindle Format. 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
  • Release Date : 1988-05-22
  • Total pages : 216
  • ISBN : 9780070511132
GET BOOK

Summary : 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...

SPIN Selling

SPIN   Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release Date : 2017-10-06
  • Total pages : 238
  • ISBN : 9780070511132
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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. ...

The Spin Selling Fieldbook

The Spin Selling Fieldbook
  • Author : Rackham
  • Publisher : Tata McGraw-Hill Education
  • Release Date : 2004-09-01
  • Total pages : 212
  • ISBN : 9780070511132
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Summary : MPD - No Info...

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
  • Total pages : 212
  • ISBN : 9780070511132
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Summary : 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 ...

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
  • Total pages : 208
  • ISBN : 9780070511132
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Summary : 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 ...

Solution Selling Data Networks Services

Solution Selling   Data Networks   Services
  • Author : Dean W. Evans
  • Publisher : Lulu.com
  • Release Date : 2021-07-28
  • Total pages : 212
  • ISBN : 9780070511132
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Summary : Read online Solution Selling Data Networks Services written by Dean W. Evans, published by Lulu.com which was released on . Download full Solution Selling Data Networks Services Books now! Available in PDF, ePub and Kindle....

SPIN Selling

SPIN    Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release Date : 2020-04-28
  • Total pages : 256
  • ISBN : 9780070511132
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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. ...

Selling with Integrity

Selling with Integrity
  • Author : Sharon Drew Morgen
  • Publisher : Berrett-Koehler Publishers
  • Release Date : 1997
  • Total pages : 243
  • ISBN : 9780070511132
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Summary : Explores the paradigm-shifting "Morgen buying facilitation method" and explains how to improve sales through the recognition and support of buyers' buying patterns...

Contemporary Selling

Contemporary Selling
  • Author : Mark W. Johnston,Greg W. Marshall
  • Publisher : Routledge
  • Release Date : 2021-08-02
  • Total pages : 436
  • ISBN : 9780070511132
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Summary : Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully ...

Strategic Data Based Wisdom in the Big Data Era

Strategic Data Based Wisdom in the Big Data Era
  • Author : Girard, John
  • Publisher : IGI Global
  • Release Date : 2015-02-28
  • Total pages : 312
  • ISBN : 9780070511132
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Summary : The ability to uncover, share, and utilize knowledge is one of the most vital components to the success of any organization. While new technologies and techniques of knowledge dissemination are promising, there is still a struggle to derive and circulate meaningful information from large data sets. Strategic Data-Based Wisdom in ...

Consulting For Dummies

Consulting For Dummies
  • Author : Bob Nelson,Peter Economy
  • Publisher : John Wiley & Sons
  • Release Date : 2011-01-31
  • Total pages : 384
  • ISBN : 9780070511132
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Summary : Consulting For Dummies, 2nd Edition includes a reorganization and narrower focus of the topic, with new or updated information that delves into the specifics of running your own consulting business. There is greater emphasis on the business of consulting, along with financial and legal issues involved in setting up a ...

Decision Management Concepts Methodologies Tools and Applications

Decision Management  Concepts  Methodologies  Tools  and Applications
  • Author : Management Association, Information Resources
  • Publisher : IGI Global
  • Release Date : 2017-01-30
  • Total pages : 2314
  • ISBN : 9780070511132
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Summary : The implementation of effective decision making protocols is crucial in any organizational environment in modern society. Emerging advancements in technology and analytics have optimized uses and applications of decision making systems. Decision Management: Concepts, Methodologies, Tools, and Applications is a compendium of the latest academic material on the control, support, ...

You Are The Key

You Are The Key
  • Author : Apurva Chamaria,Gaurav Kakkar
  • Publisher : Bloomsbury Publishing
  • Release Date : 2016-04-04
  • Total pages : 294
  • ISBN : 9780070511132
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Summary : Whether it is a sales person struggling to meet his quota, a love stuck lover trying to get introduced to his beloved, a young MBA looking for a job, an entrepreneur looking for funding, marketers trying to enable sales to generate leads on their own - everybody can benefit from ...

SuperStar Selling

SuperStar Selling
  • Author : Paul McCord
  • Publisher : Morgan James Publishing
  • Release Date : 2008-03-01
  • Total pages : 272
  • ISBN : 9780070511132
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Summary : McCord shows how to identify one's sales strengths and then find the products or services, the markets, the marketing methods, and the selling process thatwill highlight those selling strengths and minimize any weaknesses....

Sales Express

Sales Express
  • Author : Leo Gough
  • Publisher : John Wiley & Sons
  • Release Date : 2003-10-31
  • Total pages : 118
  • ISBN : 9780070511132
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Summary : The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This ...