Neil Rackham Bücher

Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively.

True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or service to the customer âe¢ objection handling is an important skill âe¢ open questions are more effective than closed questions. All false, says Neil Rackham. He 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 donâe(tm)t work for major sales. Rackham went on to introduce his SPIN®-Selling method, where 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 todayâe(tm)s leading companies with dramatic improvements to their sales performance.

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.

This international bestseller revolutionizes high-end selling and is essential for anyone in sales or managing a sales team. Written by Neil Rackham, founder of Huthwaite Corporation, it presents the results of a comprehensive 12-year, $1-million research project into effective sales performance. The book introduces the SPIN (Situation, Problem, Implication, Need-payoff) strategy, a groundbreaking approach to selling high-value products and services. Rackham, who has advised major companies like IBM and Honeywell, provides practical techniques that can significantly boost sales volume from major accounts. He addresses critical questions about success in major sales and explains why traditional closing techniques that work for small sales often fail in larger contexts. The book emphasizes that conventional selling methods, designed for small consumer transactions, are inadequate for major sales. With real-world examples, insightful graphics, and case studies supported by rigorous research data, this resource serves as the key to achieving record-breaking sales performance in high-end markets.

The first book on managing major sales from the bestselling author of SPIN® Selling .

The bestselling author of S.P.I.N. Selling is back with a dynamic book that explains, demystifies, and makes sense of the sales revolution that is rapidly altering the business landscape. Essential reading for executive sales managers, account managers, marketing and customer service professionals--anyone who wants to establish the kind of customer relations necessary to take a company into the 21st century. Illustrations.

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.

SPIN® to metoda sprzedaży oparta na analizie 35 tysięcy rozmów handlowych przeprowadzonych przez 10 tysięcy sprzedawców w 23 krajach. Oferuje zestaw prostych i praktycznych technik, które znacząco poprawiły wyniki sprzedaży w wielu wiodących firmach. Neil Rackham, wraz z zespołem, przez 12 lat badał te rozmowy, odkrywając, że tradycyjne metody sprzedaży tanich towarów nie sprawdzają się w przypadku transakcji o dużej wartości. W ramach metody SPIN® wyróżnia cztery rodzaje pytań: S – sytuacyjne, które przybliżają sytuację klienta; P – problemowe, dotyczące jego trudności; I – implikacyjne, dotyczące konsekwencji problemów; oraz N – naprowadzające, które wskazują na konieczność oferowanego rozwiązania. Książka jest uznawana za fascynującą, a zawarte w niej pomysły są skuteczne i interesujące. To lektura obowiązkowa dla profesjonalistów w sprzedaży, otwierająca nowe możliwości. Neil Rackham, psycholog z ponad 25-letnim doświadczeniem, współpracował z wiodącymi firmami, takimi jak A.T. & T., Microsoft i IBM, i jest prezesem amerykańskiej firmy konsultingowej specjalizującej się w efektywności sprzedaży.