SPIN Selling by Neil Rackham (English) Hardcover Book

Description: SPIN Selling by Neil Rackham Based on the largest research project ever undertaken in the field--over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales. FORMAT Hardcover LANGUAGE English CONDITION Brand New Publisher Description The international bestseller that revolutionized high-end selling!Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading 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 corporations massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell 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, readers 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 which were developed for small consumer sales, just wont work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, 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. Back Cover "This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling" --Journal of Marketing Management "The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field." --Industry & Commerce "This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession." --Sales Techniques "The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales." --Business Executive "This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling." --Business Graduate "Almost anyone could learn something from this book. Essentially,it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable." --Sales and Marketing Management Flap What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? Now you can find answers to all these questions with the Spin strategy. The Huthwaite corporations 12-year, $1 million research into effective sales performance - published here for the first time in the United States - is the best-documented account of sales success ever collected. It has resulted in the unique sales strategy, Spin - Situation, Problem, Implication, Need-payoff. The Spin strategy is already used by many of the worlds top sales forces. Now, with the publication of this new book, these revolutionary, easy-to-apply methods can be yours. The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just dont work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful Spin strategy. No other method is so completely backed by hard research data. You may find the techniques controversial. They will often go against the grain of conventional sales training. But in the end, the powerful evidence presented here will convince and convert you. The author helps you put Spin into practice with clear graphics, real-world examples, and informative cases. If you are successful with small sales but are finding major accounts tough to handle, Spin will show you whats going wrong and how to put it right. If the competition is chipping away at your market share, Spin will give you inspired strategies to regain the advantage. If youre a sales manager and the people you manage arent selling as they should, this book outlines the specific behaviors which will produce better sales performance. Author Biography McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide Table of Contents Sales Behavior and Sales Success.Obtaining Commitment: Closing the Sale.Customer Needs in the Major Sale.The SPIN Strategy.Giving Benefits in Major Sales.Preventing Objections.Preliminaries: Opening the Call.Turning Theory into Practice. Details ISBN0070511136 Author Neil Rackham Short Title SPIN SELLING Pages 197 Language English ISBN-10 0070511136 ISBN-13 9780070511132 Media Book Format Hardcover DEWEY 658.85 Year 1988 Edition 1st Residence Purcellville, VA, US Place of Publication New York Country of Publication United States DOI 10.1036/0070511136 UK Release Date 1988-05-01 AU Release Date 1988-07-16 NZ Release Date 1988-07-16 US Release Date 1988-07-16 Imprint McGraw-Hill Inc.,US Publisher McGraw-Hill Education - Europe Publication Date 1988-07-16 Illustrations illustrations Audience General We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:43702292;

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