SPIN Selling: Situation Problem Implication Need-payoff

By: Neil Rackham

Published May 22nd 1988 by McGraw-Hill Education (first published 1988)

Category: Business

Pages: 197 pages

ISBN: 9780070511132

Description:
What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?Now you can find answers to all these questions with the SPIN strategy.