SPIN Selling by Neil Rackham audiobook

SPIN Selling

By Neil Rackham
Read by Bob Kalomeer

Highbridge Audio, HighBridge

Abridged

Format : Library CD (In Stock)
  • ISBN: 9781665172004

  • ISBN: 9781665171984

  • ISBN: 9781665171991

Runtime: 2.97 Hours
Category: Nonfiction/Business & Economics
Audience: Adult
Language: English

Summary

Summary

Nominated for the 1999 Audie Award for Business Information

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.

Reviews

Reviews

Author

Author Bio: Neil Rackham

Author Bio: Neil Rackham

Neil Rackman is president and founder of Huthwaite, Inc. His organization researches, consults, and gives seminars for over 200 leading companies around the world including Xerox, IBM, AT&T, Kodak, and Citicorp. He is the author of over fifty articles and several books.

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Details

Details

Available Formats : CD, Library CD, MP3 CD
Category: Nonfiction/Business & Economics
Runtime: 2.97
Audience: Adult
Language: English