83:T67b,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.84:T632,sales forces that simply communicate value to customers are doomed to failsales must begin to create customer value to survive. in today's markets, success can no longer be obtained by salespeople communicating the value of a product or serviceit rests on the critical ability to create value for customers. enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives.

rackham and de vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.

"of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. this is one of them. it will radically change your thinking about your sales force, and even whether you need one."philip kotler, distinguished professor of international marketing, j. l. kellogg graduate school of management, northwestern university

"a compelling premise. without question, this is an important and useful book for companies serious about improving sales performance."chuck farr, former vice-chairman, american express.

"sales forces of tomorrow will need to be fundamentally different from today. this book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper."michael graff, president, business aircraft, bombardier aerospace85:T46b,

Put into practice today's winning strategy for achieving success in high-end sales!

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:

Individual diagnostic exercises
Illustrative case studies from leading companies
Practical planning suggestions
Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations

Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

86:T603,

This book features 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: tailor your selling strategy to match each step in the client's decision-making process; ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts; gain entry to accounts through many different windows of opportunity; 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; handle negotiations, concessions on price, and term agreements skillfully and effectively; and, offer the ongoing technical and maintenance support that keeps your major accounts yours.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".

3c:["$","$L7e",null,{"state":{"mutations":[],"queries":[{"dehydratedAt":1794005280724,"state":{"data":{"pages":[{"requestId":"e1e1b735-b6d2-4fd1-8fed-1955b3356631","total":{"value":13,"relation":"eq"},"rows":[{"entityType":"book","isbn":"9780070511132","id":404024,"score":2,"position":0,"book":{"id":404024,"isbn":"9780070511132","created":"2021-06-17T17:08:15.000Z","title":"SPIN selling","description":"$83","htmlDescription":null,"pages":224,"language":"eng","depth":20,"height":158,"width":242,"weight":420,"edition":null,"publishDate":"1988-01-01","authorNames":"Neil Rackham","publisherName":"McGraw-Hill","format":"BB","category":164,"image":"https://book-info.studentapan.live/image/9780070511132-spin-selling.jpg","highResImage":"https://book-info.studentapan.live/image/9780070511132-spin-selling.jpg/org","imageFile":"9780070511132","isRemoved":null,"views":74,"editionGroupId":6917,"editionGroupState":null,"adsCount":2,"minPrice":285,"source":"book-info-service","minNewPrice":422,"varugruppCode":null,"isExercise":false,"inventory":null,"sellAsDigital":false,"editionGroupSearchEnabled":false,"reviewSummary":{"averageRating":5,"totalReviews":1,"distribution":{"1":{"actualPercentage":0,"normalizedPercentage":0},"2":{"actualPercentage":0,"normalizedPercentage":0},"3":{"actualPercentage":0,"normalizedPercentage":0},"4":{"actualPercentage":0,"normalizedPercentage":0},"5":{"actualPercentage":100,"normalizedPercentage":100}}}}},{"entityType":"book","isbn":"9780071342537","id":91752,"score":2,"position":1,"book":{"id":91752,"isbn":"9780071342537","created":"2015-12-17T23:00:00.000Z","title":"Rethinking the sales force : redefining selling to create and capture customer value","description":"$84","htmlDescription":null,"pages":320,"language":"eng","depth":30,"height":160,"width":240,"weight":660,"edition":null,"publishDate":"1999","authorNames":"Neil Rackham, John DeVincentis","publisherName":"McGraw-Hill","format":"BB","category":null,"image":"https://book-info.studentapan.live/image/9780071342537-rethinking-the-sales-force-redefining-selling-to-create-and-capture-customer-value.jpg","highResImage":"https://book-info.studentapan.live/image/9780071342537-rethinking-the-sales-force-redefining-selling-to-create-and-capture-customer-value.jpg/org","imageFile":"9780071342537","isRemoved":null,"views":45,"editionGroupId":154652,"editionGroupState":"UNPUBLISHED","adsCount":0,"minPrice":null,"source":"book-info-service","minNewPrice":438,"varugruppCode":null,"isExercise":false,"inventory":null,"sellAsDigital":false,"editionGroupSearchEnabled":false}},{"entityType":"book","isbn":"9780566076893","id":401945,"score":2,"position":2,"book":{"id":401945,"isbn":"9780566076893","created":"2017-05-29T22:00:00.000Z","title":"SPIN selling","description":"True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.
\n
\nNeil 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. SPIN describes the whole selling process:
\n
\n
\n
\nSituation questions
\nProblem questions
\nImplication questions
\nNeed-payoff questions
\n
\nSPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.","htmlDescription":null,"pages":256,"language":"eng","depth":18,"height":155,"width":240,"weight":425,"edition":"95001","publishDate":"1995","authorNames":"Neil Rackham","publisherName":"Gower","format":"BC","category":164,"image":"https://book-info.studentapan.live/image/9780566076893-spin-selling.jpg","highResImage":"https://book-info.studentapan.live/image/9780566076893-spin-selling.jpg/org","imageFile":"9780566076893","isRemoved":null,"views":32,"editionGroupId":6917,"editionGroupState":null,"adsCount":0,"minPrice":null,"source":"book-info-service","minNewPrice":453,"varugruppCode":null,"isExercise":false,"inventory":null,"sellAsDigital":false,"editionGroupSearchEnabled":false,"reviewSummary":{"averageRating":5,"totalReviews":4,"distribution":{"1":{"actualPercentage":0,"normalizedPercentage":0},"2":{"actualPercentage":0,"normalizedPercentage":0},"3":{"actualPercentage":0,"normalizedPercentage":0},"4":{"actualPercentage":0,"normalizedPercentage":0},"5":{"actualPercentage":100,"normalizedPercentage":100}}}}},{"entityType":"book","isbn":"9789147046287","id":139376,"score":2,"position":3,"book":{"id":139376,"isbn":"9789147046287","created":"2015-12-23T23:00:00.000Z","title":"Personlig försäljning","description":"

Under 12 år har författaren och hans organisation analyserat över 35 000 kvalificerade säljsamtal och säljsituationer. De metoder som han arbetat fram har sedan testats av ca 10 säljare i ett stort antal länder, däribland Sverige. Ett tusental försäljningschefer har varit inblandade.

Boken vänder upp och ned på många traditionella metoder. Den visar situation för situation hur man brukar göra och hur man borde göra. Boken handlar om värdemässigt större och mer kvalificerad försäljning. Försäljning där den traditionella säljtekniken kan vara direkt negativ.

Om författaren
Författaren Nell Rackham bedrev forskning i psykologi vid Sheffield University när han startade Huthwaite Inc. Han har skrivit ett flertal artiklar och böcker i ämnet interaktiva beteenden, däribland klassikern "Evaluation of Management Training".

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Läs mer
Bokens idé är att företaget och säljaren grundligt ska sätta sig in i kundens utgångspunkter. Den analyserar kundens beslutsprocess, hur man kommer åt de ramar och policies som styr företaget och vilka faktorer i övrigt som kan påverka kundens beslut. Den presenterar även underlag för konkurrentbedömning.
Boken går också igenom de olika säljfaserna och analyserar de vanligaste misstagen i respektive fas. Den ger matnyttiga råd och bra exempel och visar hur man bygger upp och behåller en långsiktig kundrelation.

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. 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. SPIN describes the whole selling process:

Situation questions
Problem questions
Implication questions
Need-payoff questions
SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

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