Neil RackhamISBN: 0070511136;
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? Now you can find answers to all these questions with the SPIN strategy. The Huthwaite corporation's 12-year, $1 million research into effective sales performance - published here for the first time in the United States - is the best-documented account of sales success ever collected. It has resulted in the unique sales strategy, SPIN - Situation, Problem, Implication, Need-payoff. The SPIN strategy is already used by many of the world's top sales forces. Now, with the publication of this new book, these revolutionary, easy-to-apply methods can be yours. The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales....
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