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Spin Selling (CD-Audio)
$17.95 - Save $7.00 28% off - RRP $24.95 Free shipping worldwide (to United States and
all these other countries) Usually dispatched within 48 hours | |Short Description for Spin SellingHow do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Nee...
Full description- Publisher: Penguin Books Australia
- Published: 26 May 2000
- Format: CD-Audio
- See: Full bibliographic data
- Categories: Business Strategy | Purchasing & Supply Management | Sales & Marketing
- ISBN 13: 9781565114203 ISBN 10: 1565114205
- Sales rank: 29,115
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Full description for Spin Selling
How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
