Tag: Business & Investing
Posted on 2010-02-16, updated at 2012-12-08. By anonymous.
Neil Rackham, in this classic book shows how classic sales techniques such as closing and objection-handling can actually reduce your chance of selling, especially in big business-to-business sales situations, where buyers are savvy to the classic tricks.
Overall, the method, like many other approaches, is a 'hurt and rescue' approach. You find their problem and 'hurt' them by exposing the terrible things that might happen (spot the use of tension). Then you rescue them with your product.
The four question types are described below. There's much more detail in the original book, with even more practical detail in the SPIN Selling Fieldbook.
- Ebooks list page : 4683
- 2013-12-28Neil Rackham - SPIN Selling [PDF]
- 2013-04-25Neil Rackham - Spin Selling [3CD's - MP3]
- 2013-11-29Spin Selling - Neil Rackham Audio [88 mp3]
- 2013-11-28Spin Selling - Neil Rackham
- 2013-12-28Neil Rackham
- 2013-01-21SPIN Selling (Audiobook) (repost)
- 2008-12-04The SPIN Selling Fieldbook - Removed
- 2012-05-16Neil McDonald, "The King's Gambit: A Modern View of a Swashbuckling Opening"
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- 2012-03-31[request]how to make money selling stock short
- 2012-03-08Spin Crossover in Transition Metal Compounds III by Philipp GĂĽtlich
- 2012-03-06Rackham Fairy Tale Stained Glass Coloring Book (Dover Stained Glass Coloring Book)
- 2012-03-04Rackham Fairy Tale Stained Glass Coloring Book (Dover Stained Glass Coloring Book)
- 2012-03-03Rackham Fairy Tale Stained Glass Coloring Book (Dover Stained Glass Coloring Book)
- 2012-02-25Cumulative Index (Grzimek’s Student Animal Life Resource) - Neil Schlager
- 2012-02-21Asking the Right Questions: A Guide to Critical Thinking (8th Edition) - M. Neil Browne - Removed
- 2012-02-19A Fiery Peace in a Cold War: Bernard Schriever and the Ultimate Weapon - Neil Sheehan
- 2012-02-19Cumulative Index (Grzimek’s Student Animal Life Resource) - Neil Schlager
- 2012-02-12Alasdair MacIntyre's Engagement with Marxism: Selected Writings 1953-1974 (Historical Materialism Book Series) - Paul Blackledge, Neil Davidson
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