Sales Giant (Revised Edition) -- Training Manual for Big Business/Big Order Sales

Author: (USA) Rackham
Publisher:
Publish Date: 2004-05-01
Features: This book is dedicated to rigorous sales professionals who view sales as a high-level profession. In our research, we have collaborated with sales talent from over 20 outstanding companies worldwide. By observing their behavior in large-order sales, we discovered what made them so successful—this is the core of this book. In the West, over the past decade, a technique and set of tools specifically designed for large-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 questioning technique and a method for developing potential customer needs, specifically applied in the large-business sales process and highly effective. It is a professional skill that all large-customer sales managers must master.