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SPIN® -Selling PDF
By:Neil Rackham
Published on 2020-04-28 by Routledge

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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.

This Book was ranked at 18 by Google Books for keyword Small Business Bookkeeping.

Book ID of SPIN® -Selling's Books is IjXfDwAAQBAJ, Book which was written byNeil Rackhamhave ETAG "PCQ5XiwHSf8"

Book which was published by Routledge since 2020-04-28 have ISBNs, ISBN 13 Code is 9781000154573 and ISBN 10 Code is 1000154572

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Book which have "256 Pages" is Printed at BOOK under CategoryBusiness and Economics

Book was written in en

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