Spin Selling

Author: Neil Rackham
Editor: Routledge
ISBN: 1000154572
File Size: 53,89 MB
Format: PDF
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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Summary Spin Selling Situation Problem Implication Need Payoff By Neil Rackham The Mw Summary Guide

Author: The Mindset Warrior
Editor: KP
ISBN:
File Size: 61,90 MB
Format: PDF
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An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today! NOTE: To Purchase the "Spin Selling"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore.

Spin Selling Skills

Author:
Editor:
ISBN:
File Size: 73,77 MB
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The Spin Selling Fieldbook Practical Tools Methods Exercises And Resources

Author: Neil Rackham
Editor: McGraw Hill Professional
ISBN: 0071368825
File Size: 22,71 MB
Format: PDF
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Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

Sales Express

Author: Leo Gough
Editor: John Wiley & Sons
ISBN: 1841124974
File Size: 13,79 MB
Format: PDF, Docs
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The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

You Are The Key

Author: Apurva Chamaria
Editor: Bloomsbury Publishing
ISBN: 9385936891
File Size: 58,65 MB
Format: PDF, ePub, Mobi
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Whether it is a sales person struggling to meet his quota, a love stuck lover trying to get introduced to his beloved, a young MBA looking for a job, an entrepreneur looking for funding, marketers trying to enable sales to generate leads on their own - everybody can benefit from understanding and learning the principles detailed in this book. With internet penetration and social media and mobile usage going through the roof, this book is a must read guide which will help you open doors and create opportunities which you never knew existed. Welcome to the world of social selling!

Media Selling

Author: Charles Warner
Editor: John Wiley & Sons
ISBN: 1444359274
File Size: 67,68 MB
Format: PDF, ePub
Read: 308
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This newly revised and updated edition of Media Selling addresses the significant changes that have taken place in media industries over the last few years, while continuing as a seminal resource for information on media sales. A classic in this field, this book has long served students and professionals in broadcasting and media industries as an indispensable tool for learning, training, and mastering sales techniques for electronic media Addresses the unprecedented consolidation and sweeping change faced by media industries in recent years, and now features greatly expanded coverage of the Internet, including video streaming and the impact of social network sites Covers a broad span of media industries and issues, including: electronic media, newspapers, magazines, outdoor/billboard promotion, sales ethics, emotional intelligence, and interactive media selling Fully updated to include much greater focus on national and international media sales issues, as well as expanded coverage of network-level selling, product placement, sales promotion use of market data

Summary Spin Selling Situation Problem Implication Need Payoff By Neil Rackham The Mw Summary Guide

Author: The Mindset Warrior
Editor:
ISBN: 9781986159746
File Size: 50,73 MB
Format: PDF, ePub, Docs
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An Easy to Digest Summary Guide... ” BONUS MATERIAL AVAILABLE INSIDE “ If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one.. The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? Maybe you haven't read the book, but want a short summary to save time? Maybe you'd just like a summarized version to refer to in the future? In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.... NOTE: To Purchase the "Spin Selling"(full book); which this is not, simply type in the name of the book in the search bar of Amazon

Smooth Selling A Quick Course In Building Relationships

Author: Elinor Stutz
Editor: Smooth Sale Publishing
ISBN: 9780976294207
File Size: 19,72 MB
Format: PDF
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This entertaining and valuable how to will introduce readers to a field-tested sales program that can shave years off the learning process. A must read for anyone new to sales who wants to find out what's truly important and start making more and better sales quickly. Readers will discover how to use their natural relationship-building skills to close a higher percentage of business. And everyone will be delighted by the stories of her fascinating and sometimes humorous experiences as a highly successful woman pioneer selling to mega-organizations.

What Great Salespeople Do The Science Of Selling Through Emotional Connection And The Power Of Story

Author: Michael T. Bosworth
Editor: McGraw Hill Professional
ISBN: 0071769749
File Size: 33,84 MB
Format: PDF, ePub
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Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

Selling With Integrity

Author: Sharon Drew Morgen
Editor: Berkley
ISBN:
File Size: 51,34 MB
Format: PDF, ePub
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Explores the paradigm-shifting "Morgen buying facilitation method" and explains how to improve sales through the recognition and support of clients' buying patterns

Rethinking The Sales Force Redefining Selling To Create And Capture Customer Value

Author: John DeVincentis
Editor: McGraw Hill Professional
ISBN: 0071371265
File Size: 52,84 MB
Format: PDF, Kindle
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In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

The United States Patents Quarterly

Author:
Editor:
ISBN:
File Size: 44,46 MB
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Needs Selling Solutions

Author: Gary D. McGugan
Editor: Trafford Publishing
ISBN: 1426900090
File Size: 14,76 MB
Format: PDF
Read: 891
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NEEDS Selling Solutions is written for sales professionals who want to explore new methods, hone skills and sell more effectively. Seasoned and successful authors disclose practical and effective selling strategies based upon real-world observations and experiences. NEEDS Selling Solutions tackles the tough challenges of finding new customers, identifying what customers really want, qualifying customers that meet business requirements, creating impactful sales presentations, and developing powerful closing strategies. Necessity: Examine, Explore, Determine & Solve NEEDS is a result-oriented approach that will help sales professionals in any business achieve more sales more profitably and more consistently. NEEDS Selling Solutions is a must read for sales people of all experience levels who are looking for new ideas, practical advice, and creative suggestions to elevate their selling skills to an entirely new level of selling success.

Selling The Right Way Prayerfully God S Way

Author: Jim Abraham
Editor: WestBow Press
ISBN: 144973457X
File Size: 69,90 MB
Format: PDF, Kindle
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Most sales publications cover selling exclusively from the world's point-of-view. They cover a topic or two that may peak the interest of the reader, but they leave out two elements that are critical to a Christian sales professional's success. What are those two essentials you need to know? They are: 1.) Where does God fit into your life as a salesperson, and 2.) What else do you need to know to be a long-term sales pro? You see, selling is more than one or two techniques that will manipulate your prospect into buying. It's more than a few closing techniques that will seal-the-deal. Sales is an ability you are given, by God, to help other people solve their problems. You are a problem solver, an advocate for your client. This book will help you become the best you can be, with prayer and God's guidance.

Selling

Author: Kenneth L. Lloyd
Editor: Dk Pub
ISBN: 9780789472021
File Size: 64,41 MB
Format: PDF, Docs
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Featuring full-color photos and illustrations, expertly written text, and helpful diagrams and charts, this new title shows how to master the art of professional sales negotiations and techniques.

Abc S Of Relationship Selling

Author: Charles Futrell
Editor: Irwin Professional Pub
ISBN: 9780072352825
File Size: 31,10 MB
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Selling Today

Author: Gerald L. Manning
Editor:
ISBN:
File Size: 24,49 MB
Format: PDF, ePub, Mobi
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This text emphasizes a partnership approach to sales. The new edition introduces the theme of selling to knowledge workers and features expanded coverage of consultations, selling, strategic selling and partnering.

Personal Selling

Author: Charles Futrell
Editor: Irwin Professional Pub
ISBN:
File Size: 46,29 MB
Format: PDF
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For over 250,000 professionals employed in sales and sales management, the win-win approach is the path to a successful career. Author Charles Futrell provides a complete, self-contained personal selling and sales management program to show readers how to close the sale and keep clients satisfied.