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Summary of Neil Rackham's SPIN Selling
Éditeur : Everest Media LLC
ISBN numérique ePub: 9781669351948
Parution : 2022
Catégorisation :
Livres numériques /
Autre /
Autre /
Autre.
Formats disponibles
| Format | Qté. disp. | Prix* | Commander |
|---|---|---|---|
| Numérique ePub Protection filigrane*** |
Illimité | Prix : 3,99 $ |
*Les prix sont en dollars canadien. Taxes et frais de livraison en sus.
***Ce produit est protégé en vertu des droits d'auteurs.
Description
Please note: This is a companion version & not the original book. Sample Book Insights: #1 When I presented the findings of my research to the V. P. of Sales, he was quick to point out that good questions are equally as important in sales as good closes. He explained that he had always stressed to new salespeople the importance of asking open-ended questions. #2 My colleagues and I had collected more compelling evidence against the traditional sales training methods. We had studied 35,000 sales transactions, and we?d found that the techniques used by the company?s top salespeople, who were making high-value sales, no longer relied on such techniques as objection handling and closing. #3 We could also convince Huthwaite that the companies he listed were teaching the traditional models of probing with open and closed questions, overcoming objections, and closing. We helped several companies replace their traditional sales training with new and more powerful training. #4 The traditional theories of selling suggest that the best way to sell is to find ways to relate to the buyer?s personal interests and make initial benefit statements. However, our research shows that these methods are ineffective in larger sales.
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