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 corporation's 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 won't 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. 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.

SPIN Selling

Business & Money

Neil Rackham

Economics

McGraw=Hill

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . <ul>
<li>Tailor your selling strategy to match each step in the client's decision-making process. </li>
<li>Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. </li>
<li>Gain entry to accounts through many different windows of opportunity. </li>
<li>Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. </li>
<li>Handle negotiations, concessions on price, and term agreements skillfully and effectively. </li>
<li>Offer the ongoing technical and maintenance support that keeps your major accounts yours.</li>
</ul>
From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Major Account Sales Strategy

Management & Leadership

BRAND NEW, Exactly same ISBN as listed, Please double check ISBN carefully before ordering.

The Spin Selling Fieldbook

MC GRAW HILL INDIA

Behaviour Analysis in Training

Terry, Morgan

Reference

McGraw-Hill Book Co Ltd

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

John R. Devincentis

Marketing & Sales

Making Major Sales

Gower Publishing Ltd

Considers the management strategies, techniques and skills necessary for major sales and aims to show how these can be developed to improve sales performance, outlining alternative strategies for increasing sales effectiveness and using real-life case studies throughout.

The Management of Major Sales: Practical Strategies

Richard Ruff

Gower Publishing Limited

The first book on managing major sales from the bestselling author of SPIN® Selling.

Managing Major Sales: Practical Strategies for Improving Sales Effectiveness

HarperBusiness

Highbridge Audio and Blackstone Publishing

ALCANÇANDO EXCELÊNCIA EM VENDAS - SPIN SELLING

Alta Books

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Books by Neil Rackham