How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
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挺有道理，须拿来多多实践。作者是个学术控
评分Ken推荐的，虽然是一本老书，但是对于我这个门外汉来说，还是觉得非常的好，努力学习
评分挺有道理，须拿来多多实践。作者是个学术控
评分经过500强公司系统销售技巧培训，但感觉这本书更有实践意义。
评分经过500强公司系统销售技巧培训，但感觉这本书更有实践意义。
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