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KSh 1,800
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SPIN Selling is the definitive, research-backed guide to the art of professional selling, specifically tailored for large-scale transactions where traditional closing techniques often fail. Based on the extensive analysis of over 35,000 sales calls, author Neil Rackham introduces the SPIN framework—Situation, Problem, Implication, and Need-Payoff—to help salespeople transition into the role of trusted advisors. This document highlights how the method shifts the focus from simply pitching products to thoroughly exploring customer problems and delivering high-impact solutions, making it an essential resource for top sales forces across the globe.
Specifications
Key Features
. Introduction of the powerful SPIN questioning model: Situation, Problem, Implication, and Need-Payoff.
. Based on the largest-ever research study in the sales field, analyzing 35,000 professional sales calls over 12 years.
. Detailed differentiation between the specific strategies required for small, one-time sales versus complex, major accounts.
. Practical techniques for uncovering implicit customer needs and effectively transforming them into explicit wants.
. Comprehensive breakdown of the four main stages of a successful sales call: Preliminaries, Investigating, Demonstrating Capability, and Obtaining Commitment
What’s in the box
1 book
Specifications
- SKU: JU506BM5ADS8SNAFAMZ
- GTIN Barcode: 09781399703420
- Size (L x W x H cm): 30 by 30 by 30
- Weight (kg): 0.1
- Main Material: paper
- Warranty Address: <p>n/a</p>
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Jumia Books SPIN Selling Book By Neil Rackham
KSh 1,800
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