SPIN Selling

Author: Neil Rackham
Publisher: Routledge
ISBN: 113846595X
Release Date: 2017-09

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

Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 9780071708401
Release Date: 1989-01-22
Genre: Business & Economics

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.

Strengths Based Selling

Author: Tony Rutigliano
Publisher: Simon and Schuster
ISBN: 9781595620484
Release Date: 2011-03-01
Genre: Business & Economics

Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test.

Rethinking the Sales Force Redefining Selling to Create and Capture Customer Value

Author: John DeVincentis
Publisher: McGraw Hill Professional
ISBN: 9780071371261
Release Date: 1999-02-05
Genre: Business & Economics

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.

Secrets of Question Based Selling

Author: Thomas Freese
Publisher: Sourcebooks, Inc.
ISBN: 9781402287534
Release Date: 2013-11-05
Genre: Business & Economics

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: •Penetrate more accounts •Overcome customer skepticism •Establish more credibility sooner •Generate more return calls •Motivate different types of buyers •Develop more internal champions •Close more sales...faster •And much, much more

Managing Major Sales

Author: Neil Rackam
Publisher: Harper Collins
ISBN: 9780887305085
Release Date: 1991
Genre: Business & Economics

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

Silver Bullet Selling

Author: G.A. Bartick
Publisher: John Wiley & Sons
ISBN: 0470373008
Release Date: 2008-10-27
Genre: Business & Economics

For years, G.A. Bartick struggled to build a career in sales, but just couldn't get ahead. He had the enthusiasm, the attitude, and the work ethic, but he didn't know what he didn't know. And it was what he didn't know that doomed him to failure. He didn't know the six secrets of sales success that all great sales professionals use to build trusting relationships with their prospects and clients. Once he discovered those six secrets, his career took off and he never looked back. Based on years of extensive research, Bartick's own sales experience, and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling reveals the secrets all great sales professionals have in common. More importantly, this book packages those secrets in a simple, six-step process that gets real results. Because it's not just what you say to prospects that determines your long-term success; it's how you manage and execute your sales process that really matters. Silver Bullet Selling shows you how to take the normal consultative selling theory and apply it to every interaction so you can close more sales. Rather than just explaining sales theory, this book shows you how to apply it consistently, effectively, and profitably on your very next sales call. You'll learn to communicate better with your prospects, differentiate yourself from the competition, build value for your product in the mind of the buyer, and close more sales than ever before. If the size of your paycheck depends on commissions, you can't just wing it and expect to win. You need this consistent, effective sales process that puts you in position to make the sale every time. Selling is hard, and there's no single silver bullet that will close every sale for you. But if you put in the effort and follow the steps in Silver Bullet Selling's repeatable process, you'll have not one, but six rounds in your sales arsenal, and you'll get the results you want. Start reading—and fire away at the competition.

The Spanish Cockpit

Author: Franz Borkenau
Publisher: Weidenfeld & Nicolson
ISBN: 1842120069
Release Date: 2000
Genre: History

The Spanish Civil War drew romantics from all over the world to fight for the Republican cause. Borkenau, an idealistic young Austrian, wrote (in English) this on-the-spot account of his visit to Spain in 1936 and 1937, which was published one year after the war began. “A classic of its kind...one of the best books ever published on Spain.”—Gerald Brenan. “Borkenau went to see the Spanish Civil War with his own eyes and consulted nobody but his own integrity when he wrote what he saw.”—Rebecca West.

The New Power Base Selling

Author: Jim Holden
Publisher: John Wiley & Sons
ISBN: 9781118240946
Release Date: 2012-04-18
Genre: Business & Economics

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.

Thinking in Java

Author: Bruce Eckel
Publisher: Pearson Education
ISBN: 9780131872486
Release Date: 2006
Genre: Computers

With humor and insight, the author introduces the fundamental concepts of the Java programming language, from object development to design patterns, with the help of straightforward examples. By the author of Thinking in C++++. Original. (Beginner).

Getting Partnering Right

Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0070517827
Release Date: 1996
Genre: Business & Economics

Intended to be of use to executives, sales executives, accounts and sales managers, and marketing and customer service professionals, this book provides a guide to supplier-customer relationships. It examines ways of reforming selling strategies and developing more profitable ways to do business.

Workouts in a Binder

Author: Gale Bernhardt
Publisher: Velopress
ISBN: 1931382204
Release Date: 2002-10
Genre: Sports & Recreation

Triathletes who hope to improve their swimming too often mix and match workouts or workout segments with no particular goal. The workouts in this set provide a handy, compact, inspiring -- and waterproof -- program. Written by an elite-level triathlon and cycling coach, and a former U.S. National Team swimming coach, the book comprises seven workout categories: Anaerobic Endurance Speed, Anaerobic Endurance Form, Force Speed, Force Form, Muscular Endurance Speed, Muscular Endurance Form, and Muscular Endurance Distance. The variety of workouts included and their ease of use keep the process engaging and allow users to more easily achieve elusive swimming goals. Workouts in a Binder can easily be used in conjunction with triathlon training manuals such as Training Plans for Multisport Athletes or The Triathlete's Training Bible, or as stand-alone workouts for swimmers. Illustrated throughout, a bound set of waterproof workout cards for triathletes at all levels is also included.

Buyer approved Selling

Author: Michael Schell
Publisher: Approved Pub.
ISBN: 0973167513
Release Date: 2004
Genre: Business & Economics

Designed on the research-based Approved Series template, Human Resource-Approved Job Interviews & Resumes is an easy-to-read, easy-to-use book that guides a job hunter through two critical areas: - the resume - the job interview - If you've ever wondered what they really think of your resume, read this book. If you are concerned about making a good impression in the all-critical job interview, it will provide practical tips and strategies to help you do just that. Like the rest of the Approved Series, Human Resource-Approved Job Interview & Resumes is research based. It features interviews with human resource professionals and hiring managers from various industries. Their comments lend validation to the recommended strategies and approaches, and give the reader confidence to follow them. Covering all the bases for winning the job, Human Resource-Approved Job Interviews & Resumes guides the job applicant through the following sections: - job search - interview - preparation - follow through - resume Tips with the sections include advice on: - Preparing for the questions interviewers ask - Proper research pre-interview - What annoys interviewers, guaranteed