SPIN Selling - Neil Rackham
True or false? 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. In selling high-value products or services: 'closing' increases your chance of success; it is e… Celý popis ↓
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SPIN Selling - Neil Rackham
True or false? 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. 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.
Rackham went on to introduce his SPIN-Selling method. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. SPIN describes the whole selling process:Situation questionsProblem questionsImplication questionsNeed-payoff questionsSPIN-Selling provides you with a set of simple and practical techniques which have been
Parametre
- Výrobca
- Taylor & Francis Ltd
- Autor
- Neil Rackham
- Počet strán
- 238
- Rok vydania
- 2007
- Jazyk
- anglické
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