SPIN Selling
(eAudiobook)
Description
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.
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Citations
Rackham, N., & Kalomeer, B. (2000). SPIN Selling. Abridged. Highbridge Company.
Chicago / Turabian - Author Date Citation (style guide)Rackham, Neil and Bob, Kalomeer. 2000. SPIN Selling. Highbridge Company.
Chicago / Turabian - Humanities Citation (style guide)Rackham, Neil and Bob, Kalomeer, SPIN Selling. Highbridge Company, 2000.
MLA Citation (style guide)Rackham, Neil, and Bob Kalomeer. SPIN Selling. Abridged. Highbridge Company, 2000.
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Hoopla Extract Information
| hooplaId | 12250805 |
|---|---|
| title | SPIN Selling |
| language | ENGLISH |
| kind | AUDIOBOOK |
| series | |
| season | |
| publisher | Highbridge Company |
| price | 2.31 |
| active | 1 |
| pa | |
| profanity | |
| children | |
| demo | |
| duration | 3h 0m 0s |
| rating | |
| abridged | 1 |
| fiction | |
| purchaseModel | INSTANT |
| dateLastUpdated | Apr 07, 2025 06:19:34 PM |
Record Information
| Last File Modification Time | Sep 03, 2025 01:31:25 AM |
|---|---|
| Last Grouped Work Modification Time | Sep 09, 2025 05:19:53 PM |
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| 250 | |a Abridged. | ||
| 264 | 1 | |a [United States] : |b Highbridge Company, |c 2000. | |
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| 511 | 1 | |a Read by Bob Kalomeer. | |
| 520 | |a 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. | ||
| 538 | |a Mode of access: World Wide Web. | ||
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