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SPIN®-Selling



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; and open questions are more effective than closed questions. All false, says Neil Rackham. He 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…


Spin Selling

ISBN 10 : 0566076896
ISBN 13 : 9780566076893

True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or servic..


The Spin Selling Fieldbook Practical Tools Methods Exercises And Resources

ISBN 10 : 0070522359
ISBN 13 : 9780070522350

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 ..


The Spin Selling Fieldbook

ISBN 10 : 0070594163
ISBN 13 : 9780070594166

MPD - No Info..


Hubris

ISBN 10 : 9780307381934
ISBN 13 : 0307381935

March 2003: The United States invades Iraq. October 2006: The world finds out why. What was really behind the U.S.-led invasion of Iraq? As George W. Bush steered the nation to war..


Insight Selling

ISBN 10 : 9781118875063
ISBN 13 : 1118875060

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renow..


The Challenger Sale

ISBN 10 : 9780670922864
ISBN 13 : 0670922862

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationsh..


Major Account Sales Strategy

ISBN 10 : 9780071708401
ISBN 13 : 0071708405

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 ..


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