SPIN Selling

The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling 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. In SPIN Selling, 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?" You 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 - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling 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. In SPIN Selling, 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?" You 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 - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

"Spin-Selling" lærer dig en række praktiske teknikker, som har haft dramatisk positiv indvirkning på salgspræstationen for mange af vor tids førende virksomheder. Denne tekstbog præsenterer Neil Rackmans salgsmetode 'SPIN' og viser, hvordan metoden også kan revolutionerer salgspræstationerne i dit firma. Sammen med sit hold studerede Neil Rackham mere end 35.000 telefonsalg gjort af 10.000 telefonsælgere fra 23 lande over en periode på 12 år. Deres resultater afslørede blandt andet at mange af de metoder, som blev udviklet for at sælge varer af lav værdi slet ikke virker til at sælge varer af større værdi. I "Spin-Selling" bliver du bekendt med SPIN-metoden, der beskriver hele salgsprocessen i fire punkter: Situation questions, Problem question, Implication question, Need-payoff questions.

"Spin-Selling" lærer dig en række praktiske teknikker, som har haft dramatisk positiv indvirkning på salgspræstationen for mange af vor tids førende virksomheder. Denne tekstbog præsenterer Neil Rackmans salgsmetode 'SPIN' og viser, hvordan metoden også kan revolutionerer salgspræstationerne i dit firma. Sammen med sit hold studerede Neil Rackham mere end 35.000 telefonsalg gjort af 10.000 telefonsælgere fra 23 lande over en periode på 12 år. Deres resultater afslørede blandt andet at mange af de metoder, som blev udviklet for at sælge varer af lav værdi slet ikke virker til at sælge varer af større værdi. I "Spin-Selling" bliver du bekendt med SPIN-metoden, der beskriver hele salgsprocessen i fire punkter: Situation questions, Problem question, Implication question, Need-payoff questions.