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. 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(R)-Selling method. SPIN(R) describes the whole selling process: 22/05/1988 Hay algunos enormes cambios en cada punto del Ciclo de Compra impulsados por el hecho de que la venta en sí está cambiando y por supuesto la revolución en adquisiciones también ha cambiado las cosas entonces ha habido cambios muy significativos, enormes cambios. Vayamos a través de esos cambios paso a paso Supongamos que comenzamos con esa etapa aparentemente muerta llamada … Neil Rackham, autor de SPIN Selling y pionero de la Venta Consultiva, nos presenta en esta interesante entrevista algunas de las principales claves para enfocar el esfuerzo comercial en coyunturas económicas como las actuales. Hemos extraído las 9 ideas fundamentales. (Vídeo en inglés, duración 16m 39s, transcripción disponible) Ese método lo vamos a revisar hoy con nuestro primer libro de ventas, SPIN Selling, de Neil Rackham, en el que veremos como el resultado de más de 35,000 estudios sobre ventas son analizados durante 12 años, y dan como resultado el primer libro de ventas respaldado científicamente, y de revisión obligatoria por todo aquel que se dedique a vender y a estar en contacto con clientes. Here we start with the daddy of them all – SPIN Selling – which was developed by renowned researcher and Journal editorial board member, Professor Neil Rackham. Founded on research. SPIN Selling is a proven technique (founded on research) designed to help sell high-value solutions (products and services) in a business-to-business context.
6 títulos para "Neil Rackham" THE S.P.I.N. SELLING FIELDBOOK NEIL RACKHAM. MCGRAW HILL / 978-0-07-052235-0 . Precio desconocido Spin-selling Rackham, Neil. Gower Publishing / 978-0-566-07689-3 . Precio desconocido Dónde encontrarlo. No disponible. La venta a gran escala
Resenha: Rackham, Neil Alcançando excelência em Vendas Spin Selling. Construindo Relacionamentos de Alto Valor para seus Clientes / Neil Rackham. 2009 – São Paulo – M. Brooks do Brasil Editora Ltda. Introdução Antes de aprofundarmos na obra propriamente escrita é necessário entendermos quem é a mente detrás desta obra, sim, estamos falando do escritor Neil Rackham, conhecido em The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar Existe un método de ventas que te permite no ser agresivo con tu cliente al intentar cerrar una venta, te permite ser un consultor que se preocupa por su cliente y ofrece soluciones a los problemas del cliente, consiguiendo así tener clientes agradecidos. Ese método lo vamos a revisar hoy con nuestro primer libro de ventas, SPIN Selling, de Neil Rackham, en el que veremos como el resultado NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr Compra online o livro Spin Selling de NEIL RACKHAM na Fnac.pt com portes grátis e 10% desconto para Aderentes FNAC. Rackham inició su formación académica en Psicología, finalizada en 1966. Durante sus tiempos de investigación y posgrado es que comenzó a dar los primeros pasos en el mundo de negociación y ventas, iniciando un proyecto que buscaba desarrollar nuevas herramientas para estudiar y medir la importancia de habilidades interpersonales para alcanzar el éxito en ventas. 15 quotes from Neil Rackham: 'Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking.', 'The most effective selling strategy during this phase is to uncover dissatisfaction in the account and to develop that dissatisfaction until it reaches the critical mass.', and 'It’s
01/05/1988
Encontrá Spin Selling Neil Rackham, Metodo Spin, Español, Pdf - Libros, Revistas y Comics en Mercado Libre Argentina. Descubrí la mejor forma de comprar online. 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. Encontrá Neil Rackham en Mercado Libre Argentina. Descubrí la mejor forma de comprar online. Las personas que hayan conocido el Método ODPA de venta consultiva también pueden encontrar aquí un apoyo y un complemento claro. Para más información en castellano se puede visitar "9 ideas para vender en crisis: Entrevista a Neil Rackham, autor de “SPIN Selling” y referencia mundial de la Venta Consultiva" de Ion Uzkudun en abantian.es
Cлушайте онлайн и cкачивайте песню Аудиосаммари Спин Продажи Нил Рэкхем размером 2.22 MB и длительностью 1 мин и 41 сек в формате mp3.
Spin Selling Fieldbook - Neil Rackham 1. SPIN SELLING Fieldbook by : Nirbhik Jangid 2. About Author Neil Rackham is a speaker and writer on sales and marketing. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He is an entrepreneur. The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar e-Book SPIN SELLING - Alcançando Excelência em Vendas. Opinião da Kryzalis sobre o livro de Neil Rackham. Baixe gratuitamente agora mesmo! O sucesso de perguntas SPIN em vendas. Foi a busca pela forma de se fazer perguntas investigativas que tornou o SPIN Selling realidade. Vendas Simples x Vendas Complexas. Após vários experimentos, Neil Rackham testou e comprovou a eficácia do uso de técnicas de fechamento na realização de uma venda. As 4 fases do SPIN Selling . S
Spin Selling by Rackham, Neil Seller Ye Old Bookworm Published 1988 Condition Fair with no dust jacket Edition Later Printing Item Price $ 5.00. Show Details. Description: New York, NY: McGraw Hill. Fair with no dust jacket. 1988. Later Printing. Hardcover. 007051136 . That was until 1988 when Neil Rackham published “SPIN Selling”. “SPIN Selling” delivered the results of a huge 12 year study relating to how large sales were made. The extensive research by Rackham, and his company Huthwaite, examined more than 35,000 sales calls relating to large, complicated scenarios. SPIN Selling was based on research done by Neil Rackham on thousands of salespeople in several countries over an extensive period of time. The results of the research provided an insight into how the best salespeople operate. Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms. SPIN SELLING | Rackham, Neil | ISBN: 0352099390877 | Kostenloser Versand für alle Bücher mit Versand und Verkauf duch Amazon. 17/02/2015
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.
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: Neil Rackham – Sales Speaker, Leading Authority on Consultative Selling Globally Recognized Thought lessons in selling myths about professional selling neil rackham professional selling questions and answers sales strategies selling in a down economy spin selling the speakers group tips for sales managers tips on selling for 2009 Training