- Softcover
- Used
Seller: Sell Books, Elland, Yorks, United KingdomSell Books
AbeBooks seller since December 27, 2024
Condition: Used - Fair
US$ 1,211.03
Quantity: 1 available
Add to basketItem description from seller
Please see the condition note after this for details, if this is missing please consider Acceptable to mean poor quality that could include major staining, water damage, writing, missing dustjacket, etc etc. Our books are dispatched from a Yorkshire former cotton mill. We list via barcode/ISBN so please note that the images are stock images and may not be the exact copy you receive, furthermore the details about edition and year might not be accurate as many publishers reuse the same ISBN for multiple editions and as we simply scan a barcode or enter an ISBN we do not check the validity of the edition data when listing. If you're looking for an exact edition please don't order (at least not without checking with us first, although we don't always have time to check). We aim to dispatch prompty, the service used will depend on order value and book size. We can ship to most countries, see our shipping policies. Payment is via Abe only.
Seller Inventory # mon0000152929
- Title
- SPIN® -Selling
- Author
- Rackham, Neil
- Publisher
- Routledge
- Publication year
- 2021
- Condition
- Acceptable
- Dust jacket
- Dust Jacket Included
- Binding
- paperback
- Language
- English
- ISBN 10
- 0566076896
- ISBN 13
- 9780566076893
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.
"Synopsis" may belong to another edition of this title.
About the Author
Neil Rackham, Huthwaite Incorporated, Virginia, USA
"About the title" may belong to another edition of this title.
Sell Books
Elland, Yorks, United Kingdom
AbeBooks seller since December 27, 2024
Shipping rates from United Kingdom to U.S.A.
| Item | 14 to 45 business days | 5 to 10 business days |
|---|---|---|
| First item | US$ 16.09 | US$ 45.61 |
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Store description
Sell Books is a small company with a warehouse in West Yorkshire for storing and dispatching your books, and a smaller office and bookshop in North London.
Specialty
All types of booksSeller's business information
SELL BOOKS LIMITED
105 Eade Road
London, United Kingdom N4 1TJ