Description

Book Synopsis

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as âœWhat makes success in major sales

Table of Contents
Sales Behavior and Sales Success.
Obtaining Commitment: Closing the Sale.
Customer Needs in the Major Sale.
The SPIN Strategy.
Giving Benefits in Major Sales.
Preventing Objections.
Preliminaries: Opening the Call.
Turning Theory into Practice.

SPIN Selling

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    A Hardback by Neil Rackham

    £20.99

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      Book details

      Publisher McGraw-Hill Education - Europe
      Published 16 July 1988
      ISBN-13 9780070511132
      978-0070511132
      ISBN-10 0070511136
      Also in:
      Business and Management

      Description

      Book Synopsis

      The international bestseller that revolutionized high-end selling!

      Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

      In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as âœWhat makes success in major sales

      Table of Contents
      Sales Behavior and Sales Success.
      Obtaining Commitment: Closing the Sale.
      Customer Needs in the Major Sale.
      The SPIN Strategy.
      Giving Benefits in Major Sales.
      Preventing Objections.
      Preliminaries: Opening the Call.
      Turning Theory into Practice.

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