Sales Giant: Big Business (Large Orders) Sales Training Manual

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Publish Date: 2004-05-01
Features: This book is dedicated to those rigorous sales professionals who view sales as a high-level profession. In our research, we have collaborated with sales talents from over 20 outstanding companies worldwide. By observing their behavior in large-order sales, we discovered what made them so successful, which is the main focus of this book. In the West, over the past decade, a technique and set of tools specifically designed for large-scale business sales have been widely adopted. More than half of the Fortune Global 500 companies use SPIN to train their sales teams. SPINSelling consists of four stages: Background Questions, Challenging Questions, Implicative Questions, and Need-payoff Questions. Simply put, SPIN is a technique for asking questions to customers and developing potential customer needs. It is specifically applied in the large-business sales process and is an extremely effective professional skill that all large customer sales managers must master.