SPIN Selling

ISBN-10: 0070511136

ISBN-13: 9780070511132

Edition: 1988

Authors: Neil Rackham
List price: $34.00 Buy it from $3.00
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Book details

List price: $34.00
Copyright year: 1988
Publisher: McGraw-Hill Education
Publication date: 5/22/1988
Binding: Hardcover
Pages: 216
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 1.276
Language: English

Preface
Sales Behavior and Sales Success
Success in the Larger Sale
The Major Sale
The Four Stages of a Sales Call
Questions and Success
Obtaining Commitment: Closing the Sale
What Is Closing?
The Consensus on Closing
Starting the Research
Initial Research
The Photo-Store Study
Closing and Client Sophistication
Closing and Post-Sale Satisfaction
Why Is the Rest of the Army Out of Step?
Obtaining the Right Commitment
Obtaining Commitment: Four Successful Actions
Customer Needs in the Major Sale
Different Needs in Small Sales and Large
How Needs Develop
Implied and Explicit Needs
Buying Signals in the Major Sale
The SPIN Strategy
Situation Questions
Problem Questions
Implication Questions
Need-payoff Questions
The Difference between Implication and Need-payoff Questions
Back to Open and Closed Questions
The SPIN Model
How to Use SPIN Questions
Giving Benefits in Major Sales
Features and Benefits: The Classic Ways to Demonstrate Capability
The Relative Impacts of Features, Advantages, and Benefits
Selling New Products
Demonstrating Capability Effectively
Preventing Objections
Features and Price Concerns
Advantages and Objections
Benefits and Support/Approval
Preliminaries: Opening the Call
First Impressions
Conventional Openings
A Framework for Opening the Call
Turning Theory into Practice
The Four Golden Rules for Learning Skills
A Summary of the Call Stages
A Strategy for Learning the SPIN Behaviors
A Final Word
Evaluating the SPIN Model
Correlations and Causes
Is Proof Possible?
Enter Motorola Canada
A New Evaluation Test
Final Thoughts on Evaluation
Closing-Attitude Scale
Calculate Your Score
What Do the Scores Mean?
Index
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