Spin Selling

Rackham, Neil; Et Al

ISBN 10 : 1565114205 ISBN 13 : 9781565114203

Editeur : Penguin Random House Australia, 2000

Synopsis

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.

A propos du livre

Présentation de l'éditeur :

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 Neil Rackham. He 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, where 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.

Biographie de l'auteur :

Bestselling author Neil Rackham is a psychologist with over 25 years experience as a researcher and consultant to some of the world’s leading companies, including AT& T, Microsoft, IBM, Chase Manhatten and McKinsey. In the United States he is President of a leading consulting firm specialising in sales performance. Rackham is also the author of companion volumes Account Strategy for Major Sales and The Management of Major Sales, both published by Gower in hardback.

À propos de cette édition

• Éditeur: Penguin Random House Australia
• Date d'édition: 2000
• ISBN 10: 1565114205
• ISBN 13: 9781565114203
• Reliure: CD
• Numéro d'édition: 3