Neil Rackham - Spin Selling

Category: Business

Tag: Business & Investing


Posted on 2010-02-16, updated at 2012-12-08. By anonymous.

Description


Neil Rackham - Spin Selling
Neil Rackham | ASIN: N/a | 2004 | MP3 | 254 Mb

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.

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Thank You ...Thank you ...Thank You ...Nothan ...I was desperately looking for this book ....

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Comments

4 Comments for "Neil Rackham - Spin Selling":

  1. all the download link provided is not working.
    not good.
    Posted by guest on 2011-02-26 11:55, email hidden.
  2. can someone please reupload with working links again. all of them are dead.
    Posted by guest on 2011-10-06 20:33, email hidden.
  3. please for the love of God, re-up
    Posted by guest on 2011-11-03 06:46, email hidden.
  4. Will upload AUDIO if PDF is reuploaded
    Posted by guest on 2012-12-08 10:18, email hidden.

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