Solution Selling: Neil Rackham's SPIN Selling скачать в хорошем качестве

Solution Selling: Neil Rackham's SPIN Selling

Solution selling is all about finding out what the problem is, and offering a solution. And this is at the heart of Neil Rackham’s approach to sales: SPIN Selling. SPIN is an acronym that will guide you through the diagnosis. The Book of the Course! Sales Skills: A Management Courses Introduction This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason. Get the kindle Exclusive book from: https://geni.us/TL5BKeD Watching this video is worth 2 Management Courses CPD Points*. 🔎 See below for details Sales and Selling Skills This video is part of course module 8.4.4 Program 8: Managing Customers and Clients Course 4: Sales / Selling Skills Section 4: Masters of Selling Other videos in this section include: 🎬 Dale Carnegie: How to Win Friends and Sell to Them    • Dale Carnegie: How to Win Friends and Sell...   🎬 Mary Kay Ash: The Mary Kay Way of Selling    • Mary Kay Ash: The Mary Kay Way of Selling   🎬 The Miller Heiman Strategic Selling Methodology    • The Miller Heiman Strategic Selling Method...   🎬 Daniel Pink: To Sell is Human    • Daniel Pink: To Sell is Human   LESSON NOTES SPIN Selling (https://geni.us/Ir5xu) is a best-selling book by Neil Rackham. It describes one of the most widely known sales methodologies, which is also promoted worldwide to companies of all sizes, by Rackham’s company, Huthwaite International. Solution Selling Selling Environment vs Buying Environment SPIN Selling process has a number of stages: 1. Preliminaries: Creating rapport and trust 2. Investigating: Learning about the buyer’s needs 3. Demonstrating Capability: Showing how your product’s or service’s capabilities meet your customer’s needs 4. Obtaining Commitment: Creating the agreement to buy and closing the sale SPIN is an acronym for the four types of questions that you will ask, in sequence: 1. Situation 2. Problem 3. Implication 4. Need Payoff DOWNLOADS Free Resources 🧰 CPD Tools - https://gum.co/MC-CPD Paid resources 🧳 Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3) RECOMMENDED READING SPIN Selling - https://geni.us/Ir5xu There are many books that introduce sales and selling. These are the ones I have, and can recommend: 📖 To Sell Is Human https://geni.us/L2EQmt 📖 The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5 📖 The New Strategic Selling https://geni.us/Zt2Z9n3 📖 SPIN Selling https://geni.us/Ir5xu 📖 The Psychology of Selling https://geni.us/AjR8AA ⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-... (the links are affiliated) MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS You can record your Management Courses CPD points on our free, downloadable CPD record log. 📓 Download it at: https://gum.co/MC-CPD Each video has two levels of MC CPD points. For this video: If you watched the video, record 2 MC CPD points CHAPTER MARKERS 00:00 - Neil Rackham’s SPIN Selling 00:28 - SPIN Selling by Neil Rackham 00:54 - Solution Selling 02:17 - Selling Environment vs Buying Environment 03:06 - How to create a buying environment 03:25 - What is the SPIN Selling Framework? 03:47 - 4-step Sales call 04:30 - The definition of SPIN Selling 05:22 - S: Situation 05:51 - P: Problem 06:27 - I: Implications 07:04 - N: Need Payoff #ManagementCourses #Sales #SPINSelling