SPIN®-Selling


Author: Neil Rackham
Publisher: Routledge
ISBN: 9781138465954
Category: Sales management
Page: 238
View: 7780
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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.

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources


Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category: Business & Economics
Page: 208
View: 3920
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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.

SUMMARY: Spin Selling: Situation.Problem.Implication.Need-Payoff: BY Neil Rackham | The MW Summary Guide


Author: The Mindset Warrior
Publisher: KP
ISBN: N.A
Category: Juvenile Nonfiction
Page: N.A
View: 8768
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An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today! NOTE: To Purchase the "Spin Selling"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore.

SUMMARY: Spin Selling: Situation. Problem. Implication. Need-Payoff: by Neil Rackham | the MW Summary Guide


Author: The Mindset Warrior
Publisher: N.A
ISBN: 9781986159746
Category:
Page: 40
View: 9719
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An Easy to Digest Summary Guide... ” BONUS MATERIAL AVAILABLE INSIDE “ If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one.. The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? Maybe you haven't read the book, but want a short summary to save time? Maybe you'd just like a summarized version to refer to in the future? In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.... NOTE: To Purchase the "Spin Selling"(full book); which this is not, simply type in the name of the book in the search bar of Amazon

Sales Express

Sales 12.1
Author: Leo Gough
Publisher: John Wiley & Sons
ISBN: 1841124974
Category: Business & Economics
Page: 118
View: 8830
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The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

SuperStar Selling

12 Keys to Becoming a Sales Superstar
Author: Paul McCord
Publisher: Morgan James Publishing
ISBN: 1600373992
Category: Business & Economics
Page: 272
View: 8842
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McCord shows how to identify one's sales strengths and then find the products or services, the markets, the marketing methods, and the selling process thatwill highlight those selling strengths and minimize any weaknesses.

Contemporary Selling

Building Relationships, Creating Value - 4th Edition
Author: Mark W. Johnston,Greg W. Marshall
Publisher: Routledge
ISBN: 1136324461
Category: Business & Economics
Page: 440
View: 5017
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Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .

Media Selling

Television, Print, Internet, Radio
Author: Charles Warner
Publisher: John Wiley & Sons
ISBN: 1444359274
Category: Business & Economics
Page: 616
View: 4312
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This newly revised and updated edition of Media Selling addresses the significant changes that have taken place in media industries over the last few years, while continuing as a seminal resource for information on media sales. A classic in this field, this book has long served students and professionals in broadcasting and media industries as an indispensable tool for learning, training, and mastering sales techniques for electronic media Addresses the unprecedented consolidation and sweeping change faced by media industries in recent years, and now features greatly expanded coverage of the Internet, including video streaming and the impact of social network sites Covers a broad span of media industries and issues, including: electronic media, newspapers, magazines, outdoor/billboard promotion, sales ethics, emotional intelligence, and interactive media selling Fully updated to include much greater focus on national and international media sales issues, as well as expanded coverage of network-level selling, product placement, sales promotion use of market data

Smooth Selling a quick course in building relationships


Author: Elinor Stutz
Publisher: Smooth Sale Publishing
ISBN: 9780976294207
Category: Selling
Page: 224
View: 2857
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This entertaining and valuable "how to" will introduce readers to a field-tested sales program that can shave years off the learning process. A must read for anyone new to sales who wants to find out what's truly important and start making more and better sales quickly. Readers will discover how to use their natural relationship-building skills to close a higher percentage of business. And everyone will be delighted by the stories of her fascinating and sometimes humorous experiences as a highly successful woman pioneer selling to mega-organizations.