The Spin Selling Fieldbook Practical Tools Methods Exercises And Resources

Autor: Neil Rackham
Publisher: McGraw-Hill Education
ISBN: 9780070522350
File Size: 20,27 MB
Format: PDF, ePub, Mobi
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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.

Spin Selling

Autor: Neil Rackham
Publisher: Routledge
ISBN: 9781138465954
File Size: 47,17 MB
Format: PDF, Docs
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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.

Major Account Sales Strategy

Autor: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071708405
File Size: 49,39 MB
Format: PDF, ePub, Mobi
Read: 1929
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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 . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

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

Autor: John DeVincentis
Publisher: McGraw Hill Professional
ISBN: 0071371265
File Size: 71,37 MB
Format: PDF, ePub, Mobi
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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 New Strategic Selling

Autor: Robert B. Miller
Publisher: Kogan Page Publishers
ISBN: 9780749441302
File Size: 56,48 MB
Format: PDF, Mobi
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`Efficient, professional... the finest high-level training programme I have ever seen... a mini-MBA in how to sell national accounts.` Henry J Cockerill, former Senior Vice President, USA Fountain Sales, COCA-COLA Company `Even more timely and effective today than when we first adopted it in 1986.` Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company The book that sparked a selling revolution... In 1985 one book changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", Strategic Selling® presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling®, into a global leader in sales and development with the most prestigious client list in the industry. The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.

The New Power Base Selling

Autor: Jim Holden
Publisher: John Wiley & Sons
ISBN: 1118240944
File Size: 68,28 MB
Format: PDF
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An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Managing Major Sales

Autor: Neil Rackam
Publisher: Harper Collins
ISBN: 0887305083
File Size: 22,82 MB
Format: PDF, ePub, Docs
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The first book on managing major sales from the bestselling author of SPIN® Selling.

Principles Of Customer Relationship Management

Autor: Roger Joseph Baran
Publisher: Cengage Learning
ISBN: 0324322380
File Size: 59,30 MB
Format: PDF, Kindle
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The textbook is lively and will hold students' interest with its unusual and interesting vignettes from the gaming, hotel, banking, airline, charge-card, supermarket, retailing, and package goods industries. This book acquaints students with the various approaches and applications but does not dwell on the underlying statistics. A second approach focuses on the strategic side of customer relationship management. The text provides students with an understanding of Customer Relationship Management and its application in the business fields of marketing and sales.

The Art Of Closing Any Deal

Autor: James W. Pickens
Publisher: SP Books
ISBN: 9780944007402
File Size: 14,53 MB
Format: PDF, ePub
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The book that has earned the reputation as the "Sales Closers Bible" in six countries. Invest in this quick-read and you will learn sales techniques and strategies that will improve your success in both your business and personal lives. This book delivers hundreds of master sales closing tips that include: Recognising and acting upon the customers personality profiles; Playing to customers expectations based on their ethnic, economic, and professional backgrounds; Using reverse psychology and subtle intimidation to trap and close difficult customers; Is this sales book right for you? This book shows you practical approaches for turning familiar customer objections to your favour and into sales. From subtle insights to ingenious tactics youll learn the fine art of being a master closer at: The initial customer approach; The sales presentation; The set-up; The final close.