Free download and read ebooks online SPIN-selling by Neil Rackham full book PDF ePUB Audiobook. Download a free ebooks and kindle audiobook SPIN-selling with ISBN id 9780566076893 full page with book summary. Neil Rackham book PDF ePUB of SPIN-selling published by Gower Publishing Company, Limited in 1995. SPIN-selling released with category Business & Economics with total 260 pages.
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True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or service to the customer âe¢ objection handling is an important skill âe¢ 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 donâe(tm)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 todayâe(tm)s leading companies with dramatic improvements to their sales performance.
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