Spin Selling Neil Rackham


Spin Selling Neil Rackham - Einige Menschen behaupten, Verkaufen sei eine Kunst. Nach Neil Rackham, Autor des Buches „SPIN® Selling“, ist dem nicht so. Der von ihm entwickelte Ansatz kommt zu dem Schluss, dass vor allem das geschickte Stellen von Fragen ein wesentlicher Erfolgsfaktor im Vertrieb ist.. Spin Selling. By Neil Rackham. One of the most intuitive books on the market for selling. SPIN Selling explains the science behind consultative selling, or rather, presenting an offer to a potential client, based systematically on the clients pain-points, using a powerful questioning process.. SPIN sales - a system developed by the Britisha research psychologist, dealing with marketing issues, is Neil Rackham. At its core, as explained in the book "SPIN Selling", published in 1978, lies precisely defined sequence of four types of questions, allowing the sales person to understand the client..

The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force.. “Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking.”. The international bestseller that revolutionized high-end selling Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force..

SPIN Selling: the 4 Steps Shortly after publishing his survey results, Neil Rackham trained a group of sales professionals in the SPIN selling model. The result was a 17% increase in their sales.. Figure 1 : Neil Rackham, créateur de la méthode SPIN Le moins que l’on puisse dire, c’est que Neil Rackham n’a pas créé le SPIN Selling sur la base de sa seule intuition.. Observando essa situação, Neil Rackham desenvolveu a metodologia do SPIN Selling para estimular empresas a conquistarem mais clientes. Adotar esta metodologia pode ser um grande diferencial para sua agência fechar vendas melhores..

‚SPIN Selling’ to prawdopodobnie najważniejsza książka dotycząca skutecznych metod sprzedaży. Niestety, nie wiedzieć czemu, nie ukazała się po polsku. Na szczęście – mimo iż burzy wiele mitów – jest to metoda łatwa a poniższy tekst jest skrótem założeń opisanych w książce..