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 ...
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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.
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Add this copy of Spin Selling to cart. $1.81, good condition, Sold by Zoom Books Company rated 5.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 1988 by McGraw-Hill.
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Book is in good condition and may contain underlining or highlighting and minimal wear. The book can also include library labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and fast customer support.
Add this copy of Spin Selling to cart. $2.21, good condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 1988 by McGraw-Hill.
Add this copy of Spin Selling to cart. $2.25, very good condition, Sold by ThriftBooks-Dallas rated 5.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 1988 by McGraw-Hill Companies.
Add this copy of Spin Selling to cart. $2.25, good condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Brownstown, MI, UNITED STATES, published 1988 by McGraw-Hill Companies.
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Add this copy of Spin Selling to cart. $2.27, very good condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Brownstown, MI, UNITED STATES, published 1988 by McGraw-Hill Companies.
Add this copy of Spin Selling to cart. $2.27, very good condition, Sold by ThriftBooks-Reno rated 5.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 1988 by McGraw-Hill Companies.
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Add this copy of Spin Selling to cart. $2.27, very good condition, Sold by ThriftBooks-Baltimore rated 4.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 1988 by McGraw-Hill Companies.
Add this copy of Spin Selling to cart. $4.45, fair condition, Sold by Goodwill Books rated 5.0 out of 5 stars, ships from Hillsboro, OR, UNITED STATES, published 1988 by McGraw-Hill Companies.
