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True or false? In selling high-value products or services: 'closing' increases your chance of success it is essential to describe the benefits of your product or service to the customer objection handling is an important skill open questions are more effective than closed questions. All false, says Neil Rackham. He 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 SPINA(R)-Selling method, where SPINA(R) describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPINA(R)-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance.

This Rollicking rhyme tells the story of a very important house the house that Jack built around which wacky things happen to animals and people alike! It s a shining example of how one event can spawn a whole series of mishaps. Best of all, it s fun to read aloud!" Marooned off the coast of Gabon, the volcanic islands of Sao Tome & Principe are a largely undiscovered, uniquely rewarding and safe destination with an exciting blend of African, Portuguese and Caribbean cultures. Explore secluded beaches and colonial plantation houses; spot endemic rainforest birds and learn about medicinal plants; Spin - Selling free ebook scale the Pico and dive in toasty waters; taste the world's best chocolate; watch turtles hatching and get into the laid-back, 'leve-leve' Santomean groove. This remains the only dedicated guide to this island paradise.

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Author: Neil Rackham
Number of Pages: 256 pages
Published Date: 23 Nov 1995
Publisher: Taylor & Francis Ltd
Publication Country: United Kingdom
Language: English
ISBN: 9780566076893
Download Link: Click Here
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