Neil Rackham

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; and 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 don'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.

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

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .

True or false? In selling high-value products or '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 Situation questionsProblem questionsImplication questionsNeed-payoff questionsSPIN-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.

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

From the best-selling author of "SPIN Selling," "Getting Partnering Right" explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today, redefining how to form locked-in, highly profitable relationships with customers.

Book

45 Minute Audio CD Explains the traits of experienced negotiators... how to recognize negotiating styles, common traps, plus techniques for improving your skills.

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

The body of a Viking princess lies in a pool on the sands of Uig, Isle of Lewis. About her neck is a Seeing Stone- a stone of great power that foretells the future. It belongs to the Brahan Seer himself and traces a malevolent path. In its journey from Norway to Iceland and the Hebrides the Stone has raised kingdoms but it will crush kings and destroy a great Scottish family. Princes, peddlars, crofters, selkies and the Lewis Chessmen all encounter the awesome power of the Seeing Stone. ​A Telling of Stones weaves together vivid, fascinating tales from the stories and legends still widely told throughout Scotland and the islands."It's beautiful... the language and the promise. Neil is a true story-teller"- Berlie Doherty, twice Carnegie Medal winner"A lovely book"- David Almond, Carnegie Medal Winner, Hans Christian Andersen Award"The weft and warp of the fibres that make up the knot of time explored in sinewy prose alive with the tensile strength of poetry"- Neil Philip, writer, folklorist, poet. Editor of The Penguin Book of Scottish Folktales

In breveScritto in modo semplice, ricco di casi, il libro illustra concretamente come condurre a buon fine trattative per la vendita di prodotti e servizi ad elevato valore (ad esempio, vendite di prodotti industriali, impianti, forniture di servizi, vendite a grandi clienti...). Presentazione del volume Un volume di eccezionale interesse e novità: il primo che affronta il campo sinora inesplorato delle "vendite complesse". Le vendite complesse sono quelle che coinvolgono beni o servizi ad elevato valore unitario: in particolare prodotti industriali, impianti, forniture di servizi. Neil Rackham e il suo team hanno studiato queste trattative. Per oltre 12 anni hanno seguito ben 35.000 trattative condotte da 10.000 persone in 23 paesi in settori dall'offerta di servizi professionali all'industria dei computer, dalla meccanica alle banche. Hanno così anzitutto provato che le strategie e le tecniche di vendita messe a punto per beni di basso prezzo unitario (in particolare i beni di consumo per mercati di massa) sono del tutto fuorvianti nel contesto di "vendite complesse". Questo libro è il primo che presenti un quadro sistematico frutto di un'ampissima ricerca su tutto quanto concerne le "vendite complesse": soprattutto come il "venditore" può intervenire e influenzare le decisioni dei "Compratori" nel corso dei vari passaggi in cui il processo d'acquisto si articola. Scritto in modo semplice e colloquiale, ricco di casi e situazioni reali, il volume fornisce numerosissimi suggerimenti pratici, illustra le tecniche più efficaci che sono impiegate in società leader (quali Ibm, Xerox, Honeywell, Kodak) e che possono essere adottate con eguale profitto in tutte le imprese (anche di piccole e medie dimensioni). Un testo quindi prezioso per quanti desiderino impiegare le idee descritte nel libro per migliorare le loro prestazioni: dirigenti, quadri intermedi, venditori, formatori, consulenti. Neil Rackham è consulente di alcune delle maggiori imprese americane: come Ibm, Honeywell, Kodak, Motorola. L'edizione italiana è curata da Varriale Formazione società del gruppo Galgano che si occupa da oltre 15 anni della formazione dei venditori, quadri e dirigenti. Indice Come i clienti prendono le proprie decisioni * Il processo decisionale del cliente Andare dove conta: la strategia d'ingresso sul cliente * Il canale d'acquisto * Dov'è chi prende le decisioni? * La strategia d'ingresso * I tre punti focali di una strategia d'ingresso * Il centro della ricettività * Dalla ricettività all'insoddisfazione * Il lancio di un prodotto ad Acapulco * Il centro d'insoddisfazione * Verso il centro di potere decisionale * Sviluppare le strategie d'ingresso Come fare in modo che i clienti abbiano bisogno di voi: strategie per la fase di riconoscimento delle esigenze * Scoprire l'insoddisfazione * Fissate i vostri obiettivi * Pianificate le domande * Le domande situazionali * Le domande sui problemi * Vendere al centro d'insoddisfazione * Arrivare a chi prende le decisioni * Vendere direttamente al decision maker * La preparazione dello sponsor * Domande "bisogni/benefici" * La strategia Spin Influenzare la scelta del cliente: strategie per la fase di valutazione delle alternative * Riconoscere la fase di valutazione delle alternative * Come le persone effettuano le proprie scelte * Valutare le alternative usando i differenziatori * Influenzare i criteri decisionali * Ridurre l'importanza dei criteri decisionali cruciali * Il superamento * La ridefinizione * Lo scambio (trade-off) * Creare soluzioni alternative * La psicologia della gestione di criteri decisionali cruciali La strategia competitiva: differenziazione e vulnerabilità * Differenziatori "duri" e "morbidi" * La strategia competitiva con differenziatori forti * Velocizzare il ciclo decisionale * Far diventare forti i differenziatori deboli * Oscurare i differenziatori forti * L'utilizzo dei differenziatori nelle vendite strategiche * Cos'è un concorrente? * Le strategie per contrastare la vulnerabilità (cambiare i criteri decisionali - aumentare la propria forza - sminuire la concorrenza) * Due strategie di successo per parlare della concorrenza Il superamento delle paure finali: strategie per la fase di risoluzione dei dubbi * Come risolvere i problemi delle vendite importanti * Il rischio nella fase di risoluzione dei dubbi * Obiettivi strategici per la fase di risoluzione dei dubbi * Riconoscimento: il primo passo essenziale * Scoprire le conseguenze faccia a faccia * Segnali che suggeriscono le conseguenze * Gestire con successo le conseguenze * I tre peccati mortali del gestire le conseguenze * Minimizzare * La prescrizione * La pressione Come offrire concessioni e concordare sui termini: la negoziazione * La regola chiave: negoziare alla fine * I punti bloccati * Il tempo giust...

Neste livro, o autor explica com inteligência e autoridade por que os métodos tradicionais de vendas desenvolvidos para vendas simples ao consumidor não funcionam para vendas grandes. Ele mostra como os métodos convencionais de vendas estão fadados a fracassar em vendas grandes. Mas, o mais importante de tudo, ele desenvolve com extrema clareza a imensamente bem-sucedida estratégia SPIN Selling.

Education Publishing Pub 2024-08 Zhejiang Education Publishing House The author created the SPIN sales method after tracking and studying 35.000 transactions in 23 countries and regions. more than 50 industries. more than 10.000 excellent sale

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen 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, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.In SPIN Selling, Rackham 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, listeners 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 that 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 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.

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen 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, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.In SPIN Selling, Rackham 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, listeners 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 that 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 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.

Renmin University Press, Pub Date :2013-07-01 305 Chinese China Renmin University Press , " Sales Revolution ( classic version ) ," Department of Global Sales dean of research areas , SPIN founder Rackham blockbuster sales law masterpie...

BATTLE-TESTED TOOLS AND TECHNIQUES OF SPIN SELLING AND HOW TO USE THEM TO TAME YOUR TOUGHEST CLIENTS! Neil Rackham’s national bestseller "SPIN Selling" is one of the most respected, influential handbooks for sales success ever written. Based on an in-depth analysis of a 12-year $1 million study into effective high-end sales performance, its conclusive examples and proofs introduced specific behaviors for dramatically improving large-ticket sales performance—and rewrote the rules for high-end selling. Now, the SALES PROFESSIONAL’S TWO-BOOK BUNDLE unites this sales classic with its hands-on companion, "The SPIN Selling Fieldbook," to provide a no-nonsense course for understanding—and selling—the high-end customer. Combining case studies from Motorola, Johnson & Johnson, and other sales leaders with practical, skill-building exercises and tools, it will help you instantly boost your sales numbers, especially with your most demanding customers and clients. SALES PROFESSIONAL’S TWO-BOOK SPIN SellingThe SPIN Selling Fieldbook Two sales classics—one low price!