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.
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