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Spin Selling - Neil Rackham

Audio CD

Published: 26th May 2000
Ships: 7 to 10 business days
7 to 10 business days
RRP $49.95
$36.25
27%
OFF

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

ISBN: 9781565114203
ISBN-10: 1565114205
Audience: General
Format: Audio CD
Language: English
Number Of Pages: 3
Published: 26th May 2000
Publisher: Penguin Books Australia
Country of Publication: AU
Dimensions (cm): 13.97 x 12.7  x 2.54
Weight (kg): 0.18
Edition Type: Abridged