Summary of Neil Rackham's SPIN Selling
Everest Media
Disponibilité:
Ebook en format . Disponible pour téléchargement immédiat après la commande.
Ebook en format . Disponible pour téléchargement immédiat après la commande.
Éditeur:
Everest Media LLC
Everest Media LLC
Protection:
Format ouvert - aucune protection
Format ouvert - aucune protection
Année de parution:
2022
2022
ISBN-13:
9781669363323
Description:
Please note:This audiobook has been generated using AI Voice. This is a companion version & not the original book.
Sample Book Insights:
#1 When I presented the findings of my research to the V. P. of Sales, he was quick to point out that good questions are equally as important in sales as good closes. He explained that he had always stressed to new salespeople the importance of asking open-ended questions.
#2 My colleagues and I had collected more compelling evidence against the traditional sales training methods. We had studied 35,000 sales transactions, and we’d found that the techniques used by the company’s top salespeople, who were making high-value sales, no longer relied on such techniques as objection handling and closing.
#3 We could also convince Huthwaite that the companies he listed were teaching the traditional models of probing with open and closed questions, overcoming objections, and closing. We helped several companies replace their traditional sales training with new and more powerful training.
#4 The traditional theories of selling suggest that the best way to sell is to find ways to relate to the buyer’s personal interests and make initial benefit statements. However, our research shows that these methods are ineffective in larger sales.
Sample Book Insights:
#1 When I presented the findings of my research to the V. P. of Sales, he was quick to point out that good questions are equally as important in sales as good closes. He explained that he had always stressed to new salespeople the importance of asking open-ended questions.
#2 My colleagues and I had collected more compelling evidence against the traditional sales training methods. We had studied 35,000 sales transactions, and we’d found that the techniques used by the company’s top salespeople, who were making high-value sales, no longer relied on such techniques as objection handling and closing.
#3 We could also convince Huthwaite that the companies he listed were teaching the traditional models of probing with open and closed questions, overcoming objections, and closing. We helped several companies replace their traditional sales training with new and more powerful training.
#4 The traditional theories of selling suggest that the best way to sell is to find ways to relate to the buyer’s personal interests and make initial benefit statements. However, our research shows that these methods are ineffective in larger sales.