SPIN SELLING EBOOK
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SPIN Selling by Neil Rackham. Read online, or download in secure PDF or secure EPUB format. sales that introduced such new ideas to selling as features and benefits, methods. For the development of the SPIN Model itself, thanks should go to. Download SPIN Selling free ebook (pdf, epub, mobi) by Neil If you're in sales-- or if you manage a sales force--you need the SPIN strategy.
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Kindle Cloud Reader Read instantly in your browser. What other items do customers buy after viewing this item? The Challenger Sale: Matthew Dixon. Spin Selling: The Mindset Warrior. Secrets of Question-Based Selling: Thomas A. Dale Carnegie. Editorial Reviews Review "Essential for everyone involved in selling or managing the sales function.
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Review: 'SPIN Selling' by Neil Rackham
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Read reviews that mention spin selling neil rackham must read great book explicit needs closing techniques obtaining commitment need-payoff questions big ticket implied needs highly recommend implication questions demonstrating capability sales process salespeople customers or prospects problem questions tom hopkins dollar value zig ziglar.
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Please try again later. Hardcover Verified Purchase. They always have fluff chapters of 'act motivated and be motivated! You wind up finishing the book and realizing you read nothing but pseudo-motivational dribble that will wind up having zero impact on whatever you were looking to improve upon. In this book is a solid layout of how you should structure your sales calls, and not only that, but data to back up their claims and examples to on how to lead.
Read this book, take notes, and I guarantee if you weren't already aware of how to sell in this style, your selling WILL improve. I'm a novice to sales.
Last year when I was interviewing for a sales position I was asked to put together a sales presentation and to sell a product. I was given the product brochure and 1 day to come up with something. My interviewer was blown away. After I got the job, my manager told me he had never had someone deliver such a good presentation - everyone always focuses on selling the product, but they never try and sell the customer. Taking a note from this book, I asked the questions I needed to ask, developed them into problems for the buyer, and then walked them through the solution with their own words.
It was a total and complete win. I was tempted to give this book 4 stars because it really does falter in a few areas.
The traditional process says that you should open your calls or emails or meetings with open-ended questions to understand the interests of the client.
Present the benefits of the product that relate to these interests, work the objections and close the sale.
The bad news is that this does not work when it comes to high-value sales. Neil, however, saw an interesting opportunity in the sales market. But, big fish do not bite the same bait as minnows.
To fish for sharks, you have to use the correct bait. First, you explain that you work for HP, describe the features and specifications of your servers and finally try to close the sale, right?
In the above example, you forgot to investigate your customer, which is where you always get the sale. You need to understand what the customer really needs before attempting to depart for demonstration and closing. An example would be to open a conversation with these questions: How are you? This phase should be short, always. Research: Find facts, information, and needs. Examples of questions that you can ask during the research phrase include: How much growth do you project for next year?
How does your management system help you design this growth? Avoid going into this phase until the prospect makes explicit that your demonstration will solve the problem.
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Get commitment: Have the seller accept the sale and the next steps of how to proceed. Chapter 4: Changing How To Close In smaller sales, especially direct to the end consumer, simple closing techniques can work.
You can use short deadlines or inventories to create urgency.
In complex sales, this kind of approach does not work. In certain cases, the prospect may react negatively. And when they work in a complex sale, it is possible that the contract has been closed at a much lower value than it could potentially be. The best way to close larger and easier sales is to understand that not all sales have to result in immediate closure or loss.
The most important thing about selling is not the closing itself but helping the prospect figure out what they really need.Michael Yardney.
Robert Cialdini. Supported Enhanced Typesetting: Published on Feb 4, Now these revolutionary, easy-to-apply methods can be yours. Your display name should be at least 2 characters long.