Interested in knowing why some sales techniques work wonders in smaller sales but fail in larger ones? Curious about how a Fortune 100 company turned around a 30% drop in sales? Intrigued by the SPIN strategy's success? Dive into the research-packed guide and unearth the secrets of acing sales calls, debunking traditional selling myths, and understanding the customer's needs better, all backed by ground-breaking research.;
Neil Rackham is a renowned author and sales consultant, best known for creating the SPIN (Situation, Problem, Implication, Need-Payoff) Selling technique, which he detailed in his influential book "SPIN Selling." Published in 1988, the book presents a research-based sales strategy focusing on asking the right questions in sales conversations. His work has transformed the way sales professionals approach the selling process, emphasizing consultative questioning to identify and address client needs effectively. Rackham's insights into sales effectiveness have made him a highly respected figure in the world of sales training and development.
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