SPIN Selling: Situation, Problem, Implication, Need-Payoff
- 6h 12m 48s
- Neil Rackham
- Recorded Books, Inc.
- 2014
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.
In this Audiobook
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Chapter 1 Sales behavior and sales success
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Chapter 2 Obtaining commitment: closing the sale
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Chapter 3 Customer needs in the major sale
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Chapter 4 The SPIN® strategy
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Chapter 5 Giving benefits in major sales
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Chapter 6 Preventing objections
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Chapter 7 Preliminaries: opening the call
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Chapter 8 Turning theory into practice
