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SPIN Selling by Neil Rackham
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SPIN Selling (edition 1988)

by Neil Rackham (Author)

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448439,953 (3.76)None
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.… (more)
Member:memocan
Title:SPIN Selling
Authors:Neil Rackham (Author)
Info:McGraw-Hill (1988), Edition: 1st, 197 pages
Collections:Your library
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SPIN Selling by Neil Rackham

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Well written and to the point, but unfortunately still felt like a homework:( Very theoretical first half, but quite enjoyable second half of the book, including the tips on how to put the SPIN theory into practice. ( )
  justine28 | Feb 13, 2014 |
Short and to the point. An excellent approach to selling. Clearly presented in the Audible.com version I listened to. I'd love to know why most books are 4 and 500 pages with most of it unnecessary and a waste of readers' time. ( )
1 vote travelster | Oct 3, 2011 |
A great book on Sales. Really enjoyed the insight on "Implied Need" & "Explicit Need. A methodical approach. I thought this book was a breath of fresh air compared to other books on selling. I highly recommend. ( )
1 vote markdeo | Apr 8, 2009 |
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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.

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HighBridge Audio

An edition of this book was published by HighBridge Audio.

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HighBridge

An edition of this book was published by HighBridge.

» Publisher information page

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