The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources PDF Download
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Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category : Business & Economics
Languages : en
Pages : 240
Get Book Here
Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: Sapiens Quick Books
Publisher: Sapiens Quick Books
ISBN: 130418613X
Category : Self-Help
Languages : en
Pages : 34
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Book Description
This publication is a summary. This publication is not the complete book. This publication is a condensed summary of the most important concepts and ideas based on the original book. - WORKBOOK & SUMMARY: THE SPIN SELLING FIELDBOOK - BASED ON THE BOOK BY NEIL RACKHAM Are you ready to boost your knowledge about "THE SPIN SELLING FIELDBOOK"? Do you want to quickly and concisely learn the key lessons of this book? Are you ready to process the information of an entire book in just one reading of approximately 30 minutes? Would you like to have a deeper understanding of the original book? Then this book is for you! CONTENT: Personalized Sales Skill Assessments Real-World Sales Examples Effective Sales Strategy Tips Insightful Sales Self-Evaluations Simulated Sales Scenario Training
Author: Neil Rackham
Publisher:
ISBN: 9788440203571
Category :
Languages : es
Pages : 0
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Book Description
Author: Sapiens Quick Books
Publisher: Sapiens Quick Books
ISBN: 130418613X
Category : Self-Help
Languages : en
Pages : 34
Get Book Here
Book Description
This publication is a summary. This publication is not the complete book. This publication is a condensed summary of the most important concepts and ideas based on the original book. - WORKBOOK & SUMMARY: THE SPIN SELLING FIELDBOOK - BASED ON THE BOOK BY NEIL RACKHAM Are you ready to boost your knowledge about "THE SPIN SELLING FIELDBOOK"? Do you want to quickly and concisely learn the key lessons of this book? Are you ready to process the information of an entire book in just one reading of approximately 30 minutes? Would you like to have a deeper understanding of the original book? Then this book is for you! CONTENT: Personalized Sales Skill Assessments Real-World Sales Examples Effective Sales Strategy Tips Insightful Sales Self-Evaluations Simulated Sales Scenario Training
Author: Neil Rackham
Publisher: Routledge
ISBN: 1000154572
Category : Business & Economics
Languages : en
Pages : 180
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Book Description
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.
Author: Rackham
Publisher: Tata McGraw-Hill Education
ISBN: 9780070594166
Category :
Languages : en
Pages : 0
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Book Description
MPD - No Info
Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category : Business & Economics
Languages : en
Pages : 240
Get Book Here
Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: AscentPrint
Publisher:
ISBN:
Category :
Languages : en
Pages : 33
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Book Description
Spin selling by Neil Rackham (1988) summary distills the author's 12 years of research and 35,000 sales calls into a coherent and applicable sales strategy that is guaranteed to bring success to any diligent salesperson. You'll learn why traditional sales methods are limited while exploring the benefits of the spin strategy when approaching small and large sales opportunities.DISCLAIMER!!!This book is a SUMMARY. It's meant to be a companion, not a replacement, to the original book. Please note that this summary is not authorized licensed, approved, or endorsed by the author or publisher of the main book. The author of this summary is wholly responsible for the content of this summary and is not associated with the original author or publisher of the main book. If you'd like to purchase the original book, kindly search for the title in the search box.
Author: Everest Media,
Publisher: Everest Media LLC
ISBN: 1669351947
Category : Business & Economics
Languages : en
Pages : 35
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Book Description
Please note: This is a companion version & not the original book. Sample Book Insights: #1 When I presented the findings of my research to the V. P. of Sales, he was quick to point out that good questions are equally as important in sales as good closes. He explained that he had always stressed to new salespeople the importance of asking open-ended questions. #2 My colleagues and I had collected more compelling evidence against the traditional sales training methods. We had studied 35,000 sales transactions, and we’d found that the techniques used by the company’s top salespeople, who were making high-value sales, no longer relied on such techniques as objection handling and closing. #3 We could also convince Huthwaite that the companies he listed were teaching the traditional models of probing with open and closed questions, overcoming objections, and closing. We helped several companies replace their traditional sales training with new and more powerful training. #4 The traditional theories of selling suggest that the best way to sell is to find ways to relate to the buyer’s personal interests and make initial benefit statements. However, our research shows that these methods are ineffective in larger sales.
Author: Charles H. Green
Publisher: John Wiley & Sons
ISBN: 1118085647
Category : Business & Economics
Languages : en
Pages : 295
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Book Description
A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.
