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Summary: Where can we find the french version?
Review: I would like to get the french version of this book. Could anyone help me?
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Summary: Neil Rackham's Comments
Review: This is yet another book about how to sell more successfully. So what makes it different from the more than 1000 books already published? Two things:1) It's about the larger sale. 2) It's based on research. I'm writing for those who are serious about selling -- who see their selling as a high-level profession needing all the skill and care that go with professionalism in any field.
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Summary: Extremley concise and effective introduction to selling
Review: As a selling 'novice' I was very impressed with the research carried out at Huthwaite and it's impact on the sales cycle. However, has anyone else spotted the numerous spelling errors in the book? It does take away the quality of the book somewhat.
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Summary: HELPFUL GUIDE TO THE SELLING PROCESS
Review: SPIN SELLING provides the steps to help us become more successful and effective in selling. It is a great self-reminder checklist for wherever you are in the selling process. I also use another process to help me generate new creative approaches. Both of these can be combined for even greater effectiveness. This process may be found in THE 2,000 PERCENT SOLUTION and includes the following steps. 1) Understand the importance of measuring 2) Measure everything that can be measured about your key activities to make sure you identify root causes of winning or losing sales 3) Identify the future best practice for your industry 4) Go beyond today's best practices to implement the future best practices for selling now 5) Figure out the ideal best practices (without resource, money, time or people constraints) and 6) Begin to approach that 7) Match the people, incentives and tasks, and 8) Repeat the process for even better ideas. I highly recommend that you buy SPIN SELLING and THE 2,000 PERCENT SOLUTION, look at what you do now and use these steps to climb to a more effective level more easily and effortlessly. You will be surprised at the time and money saved and while increasing the results 20 fold.
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Summary: Actually asking for more info!!!!
Review: I have reviewed the customer comments/reviews which you have on-line on this particular publication (Spin Selling by Neil Rackham), BUT all reviews appear to be on the hardcover version -- do you have any reviews on the abridged audio cassette version and how it compares to the hardcopy book?
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Summary: One of those few good books of sells ( Maybe the best )
Review: Is a perfect book, to teach Sells from the begining. You can throw out all the other material of sells, because you don't need nothing else. I need to know if I Can develop a curse whit this material in Mexico, please give me a E- mail.
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Summary: This book transformed my attitude to sales.
Review: The concepts in this book can be implemented in a variety of ways. I found that the simplicity of "SPIN" selling made my professional life much easier -- whether in actual sales situations or in situations where I need to understand the issues and problems facing my clients and co-workers. The key to Rackham's approach, in my mind, is that the information is highly practical and is presented in bite-size chunks, making it easty to actually LEARN. Many sales books depend on trick techniques; this one teaches how to achieve solid value for both parties.
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Summary: IF YOU ARE IN SALES SPIN QUESTIONING IS WORTH $$$$$$
Review: This is what sales is all about. Spin selling is one of the best books avialable in the sales inustry. Its a must read book if you want to exceed in your career.
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Summary: Research based, intuitive, fundamental, readable
Review: I have been trained in many selling processes in the past - Xeroz PSS, Wilson Councilor Selling, Tom Hopkins, etc. - but SPIN Selling is the most logical, well-thought-out approach for the complex purchasing decision making selling process. I compared its approach to published research on buyer behavior involved in making a significant purchase and SPIN Selling addresses the buying processess superbly. I strongly recommend it.
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Summary: The best sales tool on the market
Review: I began my sales career by applying manipulative tactics learned from sales literature focusing (unknowingly) on small sales and individuals' opinions.These methods simply did not work for larger sales, had no concrete evidence to validate them and did not feel right. Unfortunately, there are no sales degrees available at Universities today. This is as close as one will get to a higher education in sales and sales mechanics. Based on statistical data, obtained from years of research by professionals( not retired sales reps retelling their own exploits), this book will change your sales career for the better. I have embraced and internalized this logical breakdown of the successful sales call, and suggest others do the same.
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