Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author.
Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author.
Neil Rackham, Huthwaite Incorporated, Virginia, USA
Inhaltsangabe
1 The Huthwaite research 2 Sales large and small 3 Investigating: questions and sales success 4 Customer needs in the major sale 5 Using questions to uncover implied needs 6 The SPIN® strategy 7 Giving benefits in major sales 8 Preventing objections 9 Preliminaries: opening the call 10 Obtaining commitment: closing the sale 11 Turning theory into practice
1 The Huthwaite research 2 Sales large and small 3 Investigating: questions and sales success 4 Customer needs in the major sale 5 Using questions to uncover implied needs 6 The SPIN® strategy 7 Giving benefits in major sales 8 Preventing objections 9 Preliminaries: opening the call 10 Obtaining commitment: closing the sale 11 Turning theory into practice
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