The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources by Neil Rackham displays you how to put into practice the verified resources and strategies outlined in that cutting-edge guidebook. After an assessment with the SPIN method of selling, Neil Rackham zeroes in around the significant SPIN questioning behaviors.
Author displays you how to apply the tools and techniques on your own selling predicament, making use of practical, skill-building workouts integrated into just about every chapter. Addressing the sales of solutions for goods, this handbook provides you with a hands-on implementation tutorial for implementing SPIN in the wide range of businesses from localized companies to huge multinationals.
Real-life case studies of sales forces at leading-edge companies for instance Motorola, Johnson and Johnson, allow you to check out added procedures that go beyond the basics to boost sales with even the toughest buyers and customers. It set into practice present day successful tactic for accomplishing success in high-end sales!
The SPIN Selling Fieldbook, by Neil Rackham provides complete method which has revolutionized big-ticket sales in US and globally. It is the process being used by one-half of all Fortune five hundred companies to coach their sales forces, and here’s the interactive, hands-on subject book that provides the sensible resources you should place this groundbreaking method into action immediately.
The book consists of specific diagnostic exercises, illustrative case studies from primary companies, useful arranging ideas, provocative questionnaires and practice periods to get ready you for coping with tricky selling predicaments.
Composed from the groundbreaking creator of the unique bestseller, this book is aimed at creating implementation uncomplicated for companies which have not still proven SPIN tactics. It’s going to also allow companies which have been now making use of the method to reinforce SPIN strategies during the subject and in coaching sessions.
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
McGraw-Hill; 1 edition
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