Spin® Selling - Neil Rackham (Paperback) Free P+P

Spin® Selling - Neil Rackham (Paperback) Free P+P

Taylor & Francis Ltd

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.\nNeil 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\u2018t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process:\nSituation questions\nProblem questions\nImplication questions\nNeed-payoff questions\nSPIN-Selling provides you with a set of simple and\n\nSPIN\u00AE -Selling\n\nFree UK delivery on this item.\n\nThis brand new item is available with free UK delivery using Royal Mail tracked services.\n\nPlease note that the price advertised;

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