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]
- 2014-03-08Neil Rackham - The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
- 2013-12-28Neil Rackham - The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources [PDF]
- 2013-11-29Spin Selling - Neil Rackham Audio [88 mp3]
- 2013-11-28Spin Selling - Neil Rackham
- 2014-03-08Neil Rackham & John De Vincentis - Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
- 2013-12-28Neil Rackham
- 2013-01-21SPIN Selling (Audiobook) (repost)
- 2008-12-04The SPIN Selling Fieldbook - Removed
- 2015-06-22Short-Selling with the O'Neil Disciples Turn to the Dark Side of Trading
- 2015-06-20Short-Selling with the O'Neil Disciples: Turn to the Dark Side of Trading
- 2015-06-17Short Selling with the O'Neil Disciples Turn to the Dark Side of Trading
- 2015-06-14Short Selling with the O'Neil Disciples: Turn to the Dark Side of Trading
- 2015-04-23[request_ebook] Selling cvv,fullz,banklogins,dumps pin,track1/2 pin,bank Transfer,wu Transfer,shop admin
- 2015-01-26More Than Money: True Stories of People Who Learned Life's Ultimate Lesson - Neil Cavuto
- 2015-01-25A Town Like Alice [Audiobook] - Nevil Shute, Read By Neil Hunt
- 2015-01-24Stories: All-New Tales - Neil Gaiman
- 2015-01-24A Fiery Peace in a Cold War: Bernard Schriever and the Ultimate Weapon - Neil Sheehan
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