{"product_id":"spin-selling-1st-ed","title":"Spin Selling (1ST ed.)","description":"\n\u003ctable align=\"center\" border=\"0\" cellpadding=\"2\" cellspacing=\"0\" width=\"100%\"\u003e\n\u003ctr\u003e\n\u003ctd class=\"productDetailSmallElements\"\u003e\n\u003cp\u003e\n\u003cstrong\u003eBiographical Note\u003c\/strong\u003e:\u003cbr\u003e\n\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eNEIL RACKHAM\u003c\/b\u003e 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.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eBrief Description\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\t\"The best-validated sales method available today. Developed from research studies of 35,000 sales calls. Used by the top sales forces across the world\"--Jacket.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eMarc Notes\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tSubtitle from jacket.;The best-validated sales method available today. Developed from research studies of 35,000 sales calls. Used by the top sales forces across the world--Jacket.;Includes index.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eJacket Description\/Back\u003c\/strong\u003e:\u003cbr\u003e\n\u003cp\u003e\"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling\" \u003cbr\u003e\u003cb\u003e--Journal of Marketing Management\u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003e\"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field.\" \u003cbr\u003e\u003cb\u003e--Industry \u0026amp; Commerce\u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003e\"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession.\" \u003cbr\u003e\u003cb\u003e--Sales Techniques\u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003e\"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales.\" \u003cbr\u003e\u003cb\u003e--Business Executive\u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003e\"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling.\" \u003cbr\u003e\u003cb\u003e--Business Graduate\u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003e\"Almost anyone could learn something from this book. Essentially, it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable.\" \u003cbr\u003e\u003cb\u003e--Sales and Marketing Management\u003c\/b\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003eTable of Contents\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tSales Behavior and Sales Success. \n\u003cbr\u003eObtaining Commitment: Closing the Sale. \n\u003cbr\u003eCustomer Needs in the Major Sale. \n\u003cbr\u003eThe SPIN Strategy. \n\u003cbr\u003eGiving Benefits in Major Sales. \n\u003cbr\u003ePreventing Objections. \n\u003cbr\u003ePreliminaries: Opening the Call. \n\u003cbr\u003eTurning Theory into Practice.\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003ePublisher Marketing\u003c\/strong\u003e:\u003cbr\u003e\n\t\t\t\t\t\t\t\tWhat 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? \n\u003cp\u003eNow you can find answers to all these questions with the SPIN strategy.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003ePublisher Marketing\u003c\/strong\u003e:\u003cbr\u003e\n\u003cp\u003e\u003cb\u003eThe international bestseller that revolutionized high-end selling!\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eWritten by Neil Rackham, former president and founder of Huthwaite corporation, \u003ci\u003eSPIN Selling\u003c\/i\u003e is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.\u003c\/p\u003e\n\u003cp\u003eIn \u003ci\u003eSPIN Selling\u003c\/i\u003e, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as \"What makes success in major sales\" and \"Why do techniques like closing work in small sales but fail in larger ones?\"\u003c\/p\u003e\n\u003cp\u003eYou will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - \u003ci\u003eSPIN Selling\u003c\/i\u003e is the million-dollar key to understanding and producing record-breaking high-end sales performance.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\n\u003cbr\u003e\n\u003cp\u003e\n\u003cstrong\u003eContributor Bio:\u003c\/strong\u003eRackham, Neil\u003cbr\u003e\n\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eNEIL RACKHAM\u003c\/b\u003e 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.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\n\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e\n","brand":"McGraw-Hill Companies","offers":[{"title":"Default Title","offer_id":51496030044438,"sku":"9780070511132","price":44.4,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0857\/9910\/8886\/files\/9780070511132.jpg?v=1783051080","url":"https:\/\/lusper.myshopify.com\/products\/spin-selling-1st-ed","provider":"Lusperbooks","version":"1.0","type":"link"}