Rackham, Neil

SPIN-selling

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ISBN 13:
9780566076893
author:
Rackham, Neil
format:
Paperback
publisher:
Gower Publishing Ltd
language:
English
Publication Year:
1995
Pages:
272
Genre:
Sales & marketing
Condition:
New
Availability:
Item usually sent within 10 working days
£28.01

Description

Discover the SPIN(R)-Selling method, a proven approach to high-value sales that challenges conventional wisdom. Neil Rackham's groundbreaking research, based on over 35,000 sales calls, reveals that many traditional selling techniques are ineffective for major sales. The SPIN(R)-Selling method provides a simple and practical framework for success.

This book introduces the SPIN(R) framework, which consists of four key questions: Situation, Problem, Implication, and Need-Payoff. By using these techniques, sales professionals can improve their performance and achieve dramatic results. With its focus on practical, tried-and-tested methods, SPIN(R)-Selling is an essential resource for anyone in sales.

Written by Neil Rackham and his team, SPIN(R)-Selling has been adopted by leading companies worldwide. This book provides a comprehensive guide to the SPIN(R)-Selling method, making it an invaluable resource for sales professionals looking to improve their skills and achieve success.

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