Neil Rackham's Spin Selling reveals the critical distinctions between effective sales techniques for small transactions and large, intricate deals. Rackham introduces the powerful SPIN strategy – Situation, Problem, Implication, Need-payoff – a proven methodology for significantly boosting sales success in major sales contexts. This book explains why conventional closing methods often fall short in these high-value scenarios and provides a clear framework for adapting your approach to achieve greater results.
Why You'll Love This Book:
Master a game-changing sales strategy specifically designed for large and complex deals. Learn how to effectively uncover customer needs, build value, and gain commitment using the proven SPIN framework. If you're involved in major sales and looking to significantly improve your closing rates and build stronger customer relationships, this book offers practical and impactful techniques.
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