Spin Selling
by Rackham, NeilEdition: 1st
Format: Hardcover
Pub. Date: 1988-05-22
Publisher(s): McGraw Hill
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Summary
What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?
Author Biography
NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.
Table of Contents
Sales Behavior and Sales Success.Obtaining Commitment: Closing the Sale.Customer Needs in the Major Sale.The SPIN Strategy.Giving Benefits in Major Sales.Preventing Objections.Preliminaries: Opening the Call.Turning Theory into Practice.
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