in SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts.


En innehållsrik, lärande resa som innehållit allt mellan Solution Selling®, SPIN till dagens content marketing och marketing automation. Är i grunden 

Att fråga människor vad de gör är aldrig lika sant som att observera vad de gör. Nyckeln till framgångsrik försäljning ligger inte på gimmicks eller tricks, utan resultatet av ett naturligt beteendemönster. The idea of SPIN sells came about back in 1988 when the SPIN Selling Book was released by a guy named Neil Rackham. The idea behind the technique lies in asking the right questions at the right time, which makes is sort of a technical solution to a very technical problem, the problem of selling stuff to people. Se hela listan på Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 42–43. In the SPIN model there are three steps to obtaining commitment: Check whether you have addressed key concerns. Summarize the benefits you presented.

Spin selling

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Förståelse för hur du som  Neil Rackham (Author of SPIN SELLING) promotes the notion that sales individuals should go into every contact looking for an Advance: “A  Teknisk Fysik, Uppsala Universitet. Business Marketing Strategy, Executive Program, Kellogg School of Management. SPIN Selling. High impact presentations  We can narrow it down even further and say that both Provocative Selling and SPIN Selling take place specifically at Uncovering Compelling  Solution Selling eller SPIN. Även meriterande med eftergymnasial teknisk utbildning.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value 

Neil Rackham och hans team har undersökt 10 000 säljare i 23 länder under. 12 år.

SPIN Selling är världens mest validerad säljmetodik. Säljtränings utbildningar erbjuds i SPIN Selling. Anmäl ditt intresse.

Spin selling

There were (and still are) countless sales books and training courses out there repeating a set of fixed beliefs about what makes a salesperson effective. SPIN gibt als Begriff hierbei die Reihenfolge und den Inhalt der Fragen vor. SPIN Selling sind die richtigen Fragen zum richtigen Zeitpunkt. Für den Einstieg rät Rackham zu. 1. SPIN Selling: S wie Situationsfragen. Diese helfen, die Ausgangssituation des Gesprächspartners zu verstehen.

Spin selling

So how has DickieJo's managed to start up and thrive? On my winter break, I drove with my family from the Seattle area to Los Angeles. On the way, we found ourselves looking for Husband-and-wife realtors Jed and Ashley Gronewald enjoy a little friendly competition as they flip houses together. Each brings a potential flip to the table for consideration, and after analyzing the pros and cons, they choose a house and 28 Apr 2020 SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with  SPIN Selling Summary - Nowadays there are countless sales books, videos, and more that promise to teach you how to be a better salesman.
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Intresseanmälan - SPIN® Selling - Öppen utbildning | Huthwaite. Acer Chromebook Spin 713 - Google Chromebooks  Neil Rackham, Professor of Professional Selling, föreläsare och författare till Spin Selling berättar om hur och varför ”Selling itself is changing!” och hur det  Kursen bygger på SPIN-Selling metoden. Kurs II: Presentationsteknik – övertygande kundpresentationer. Som KAM och kundansvarig är det avgörande att man  Hans banbrytande arbete om SPIN-Selling, publicerades redan 1988, och har blivit en av de mest sålda affärsböckerna.

If the value of your product or service is small, you can carry on wi I have spent many unnecessary minutes on books written on a blemished premise. SPIN Selling is a well-known sales technique that provides a research-backed framework for working and closing B2B deals. It is based on a set of questions designed to gain the trust of prospects to increase the chances of success of your sales process. I especially dive into implication questions here.
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Spin selling

Neil Rackham is an author, consultant and academic. His writing focuses on "consultative selling," an approach he pioneered and documented in his book SPIN Selling (McGraw-Hill). Rackham has been a visiting professor at the University of Portsmouth, Cranfield School of Management, and the University of Sheffield, all in his native England, as well as at the University of Cincinnati, and is a

SPIN SELLING BYGGER PÅ OMFATTANDE FORSKNING av Rackham och hans företag, Huthwaite. SPIN Neil Rackham och hans team har undersökt 10 000 säljare i 23 länder under 12 år.