Spin Selling

📒Spin Selling ✍ Neil Rackham

✏Book Title : SPIN Selling
✏Author : Neil Rackham
✏Publisher : Routledge
✏Release Date : 2017-09
✏Pages :
✏ISBN : 113846595X
✏Available Language : English, Spanish, And French

✏SPIN Selling Book Summary : 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.

✏Book Title : The Spin Selling Fieldbook
✏Author : Rackham
✏Publisher : Tata McGraw-Hill Education
✏Release Date : 2004-09-01
✏Pages :
✏ISBN : 0070594163
✏Available Language : English, Spanish, And French

✏The Spin Selling Fieldbook Book Summary : MPD - No Info

✏Book Title : The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources
✏Author : Neil Rackham
✏Publisher : McGraw-Hill Education
✏Release Date : 1996-06-22
✏Pages : 224
✏ISBN : 0070522359
✏Available Language : English, Spanish, And French

✏The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources Book Summary : 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.

✏Book Title : SUMMARY Spin Selling Situation Problem Implication Need Payoff BY Neil Rackham The MW Summary Guide
✏Author : The Mindset Warrior
✏Publisher : KP
✏Release Date : 2018-03-02
✏Pages :
✏ISBN :
✏Available Language : English, Spanish, And French

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

✏Book Title : SPIN Selling Skills
✏Author :
✏Publisher :
✏Release Date : 1989
✏Pages :
✏ISBN : OCLC:921192196
✏Available Language : English, Spanish, And French

✏SPIN Selling Skills Book Summary :

📒Sales Express ✍ Leo Gough

✏Book Title : Sales Express
✏Author : Leo Gough
✏Publisher : John Wiley & Sons
✏Release Date : 2003-10-31
✏Pages : 118
✏ISBN : 9781841124971
✏Available Language : English, Spanish, And French

✏Sales Express Book Summary : 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.

📒You Are The Key ✍ Apurva Chamaria

✏Book Title : You Are The Key
✏Author : Apurva Chamaria
✏Publisher : Bloomsbury Publishing
✏Release Date : 2016-04-04
✏Pages : 294
✏ISBN : 9789385936890
✏Available Language : English, Spanish, And French

✏You Are The Key Book Summary : Whether it is a sales person struggling to meet his quota, a love stuck lover trying to get introduced to his beloved, a young MBA looking for a job, an entrepreneur looking for funding, marketers trying to enable sales to generate leads on their own - everybody can benefit from understanding and learning the principles detailed in this book. With internet penetration and social media and mobile usage going through the roof, this book is a must read guide which will help you open doors and create opportunities which you never knew existed. Welcome to the world of social selling!

📒Contemporary Selling ✍ Mark W. Johnston

✏Book Title : Contemporary Selling
✏Author : Mark W. Johnston
✏Publisher : Routledge
✏Release Date : 2013-08-15
✏Pages : 440
✏ISBN : 9781136324468
✏Available Language : English, Spanish, And French

✏Contemporary Selling Book Summary : 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 .

✏Book Title : Smooth Selling a quick course in building relationships
✏Author : Elinor Stutz
✏Publisher : Smooth Sale Publishing
✏Release Date : 2005-04-01
✏Pages : 224
✏ISBN : 0976294206
✏Available Language : English, Spanish, And French

✏Smooth Selling a quick course in building relationships Book Summary : 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.

✏Book Title : Escaping the Price Driven Sale How World Class Sellers Create Extraordinary Profit
✏Author : Tom Snyder
✏Publisher : McGraw Hill Professional
✏Release Date : 2007-12-07
✏Pages : 272
✏ISBN : 9780071631617
✏Available Language : English, Spanish, And French

✏Escaping the Price Driven Sale How World Class Sellers Create Extraordinary Profit Book Summary : From the creators of SPIN Selling®--a groundbreaking strategy for selling at a premium price every time. Do you frequently discount to win business? Do your customers ignore the differentiators you believe you bring to the marketplace? Does your brand seem to matter less to customers today? Great products, stellar service, and a strong brand are just prerequisites today. They no longer differentiate. If you don’t do something radically different soon, you will become unnecessary to customers. Integrating the most comprehensive research in the selling profession with years of realworld application by leading sales organizations, Huthwaite, Inc., creator of SPIN Selling®, brings you Escaping the Price-Driven Sale. This book builds on Huthwaite’s history of providing groundbreaking concepts with straightforward guidance for execution. Sellers who master requisite new skills can dominate their market and virtually eliminate their competition. Those who fail to make the adjustment are doomed to irrelevance. Escaping the Price-Driven Sale reveals how sellers can become differentiators themselves by providing insight that customers cannot find elsewhere. In this book you will discover: The tectonic shift in today’s market that has irrevocably changed the nature of consultative selling Four strategies for selling at a premium—even in a commoditized market How to create lasting behavior change, individually and organizationally, to succeed in today’s marketplace