WebSPIN selling. [Neil Rackham] -- "The international bestseller that revolutionized high-end selling! ... Summary: "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 ... WebSPIN Selling Neil Rackham Book Summary Watch on The difference between small and large sales DefineSmall Sale: Is a sale which can normally be completed in a single call and which involves a low dollar value. In selling consumer goods product knowledge makes all …
SPIN Selling by Neil Rackham - Book Summary - YouTube
WebApr 28, 2024 · All false, says this provocative book. Neil 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‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. WebApr 28, 2024 · All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. … hanover va jail inmate search
SPIN Selling by Neil Rackham - Book Summary - YouTube
WebSPIN Selling is a framework for sales conversations, it is especially useful for selling higher-priced products and services. Neil Rackham conducted research that found the most effective salespeople ask four specific types of questions. SPIN is an acronym for these questions: Situation, Problem, Implication and Need-payoff. WebSPIN selling by Rackham, Neil. Publication date 1988 Topics Selling Publisher New York : McGraw-Hill Collection inlibrary; printdisabled; internetarchivebooks Digitizing sponsor Kahle/Austin Foundation Contributor Internet Archive Language English. xi, 197 p. : 24 cm Jacket subtitle: Situation, problem, implication, need, payoff WebThe 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. cha dbrgh insta