{"product_id":"spinr-selling-paperback-1","title":"Spin(r) -Selling - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eNeil Rackham\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eTrue 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.\u003c\/p\u003e\u003cp\u003eNeil 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: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eSituation questions\u003c\/li\u003e \u003cli\u003eProblem questions\u003c\/li\u003e \u003cli\u003eImplication questions\u003c\/li\u003e \u003cli\u003eNeed-payoff questions\u003c\/li\u003e \u003c\/ul\u003e\u003cp\u003eSPIN-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.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eNeil Rackham, Huthwaite Incorporated, Virginia, USA\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 256\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.54 x 9.21 x 6.14 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e November 23, 1995\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":47201251819769,"sku":"9780566076893","price":68.02,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0789\/2782\/3097\/files\/VTdhRXVnSWY3aTFNb09mQ0JUQmIwdz09_f3a086ec-eb74-4cc9-88cd-7c6b912a5eca.webp?v=1767982333","url":"https:\/\/bookscloud.io\/products\/spinr-selling-paperback-1","provider":"BooksCloud Book Dropshipping","version":"1.0","type":"link"}