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SPIN Selling

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SPIN Selling

Auteur(s): Neil Rackham
Narrateur(s): Eli Woods
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Acheter pour 21,46 $

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À propos de cet audio

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen 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, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham 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, listeners will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales?” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods that were developed for small consumer sales just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

©2014 McGraw-Hill, Inc. (P)2014 McGraw Hill-Ascent Audio
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Les plus pertinents  
The conclusions you can make with the book are good.

I think it is a bit too data heavy. It's like reading the results section of an academic article when the authors interpretation would suffice.

Good concepts for large sales

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Very good book understanding high price item selling compared to low cost item
Full research not just someone saying it

High price product / service selling strategy

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The only reason I’m not giving higher scores is because I found there was too much emphasis on case studies and why it works vs just telling us how it works. Intelligent people will understand the why and don’t need so much validation.

Regardless, it works and you should learn and practice the concept.

This is a must for sales people.

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