{"product_id":"9780566076893","title":"SPIN® -Selling","description":"\u003cp\u003e\u003cstrong\u003eSPIN®-Selling\u003c\/strong\u003e by Neil Rackham is a seminal work that revolutionises the art of sales through its insightful methodology. This book introduces the SPIN® technique, an acronym for Situation, Problem, Implication, and Need-Payoff, which transforms the traditional sales process into a more strategic and consultative approach.\u003c\/p\u003e\n\n\u003ch3\u003eThe Story\u003c\/h3\u003e\n\u003cp\u003eRackham's research, grounded in extensive field studies and empirical data, reveals the key behaviours and strategies that differentiate successful salespeople from their less effective counterparts. By focusing on understanding the client's needs and fostering deeper connections, SPIN®-Selling provides a framework that encourages sales professionals to ask the right questions and listen actively.\u003c\/p\u003e\n\n\u003ch3\u003eWhy Readers Love It\u003c\/h3\u003e\n\u003cul\u003e\n    \u003cli\u003e\n\u003cstrong\u003ePractical Insights:\u003c\/strong\u003e The book is filled with real-world examples and case studies that illustrate the effectiveness of the SPIN® technique.\u003c\/li\u003e\n    \u003cli\u003e\n\u003cstrong\u003eResearch-Driven:\u003c\/strong\u003e Rackham's findings are based on rigorous research, lending credibility and depth to his arguments.\u003c\/li\u003e\n    \u003cli\u003e\n\u003cstrong\u003eTimeless Relevance:\u003c\/strong\u003e Despite the evolution of sales in the digital age, the principles outlined in SPIN®-Selling remain applicable across various industries.\u003c\/li\u003e\n\u003c\/ul\u003e\n\n\u003ch3\u003ePerfect For\u003c\/h3\u003e\n\u003cp\u003eThis book is ideal for sales professionals, managers, and anyone involved in marketing who seeks to enhance their understanding of customer-oriented selling. It is also a valuable resource for those interested in the psychological aspects of persuasion and communication.\u003c\/p\u003e\n\n\u003cblockquote\u003e\n\u003cp\u003e“SPIN®-Selling is not just a technique but a shift in mindset, making it essential reading for anyone looking to excel in the competitive world of sales.”\u003c\/p\u003e\n\u003c\/blockquote\u003e","brand":"Taylor \u0026 Francis Group","offers":[{"title":"Default Title","offer_id":56228565385548,"sku":"9780566076893","price":27.68,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0960\/4163\/2076\/files\/9780566076893_c7c8ad65-8344-4573-b8cd-03cbf0239487.webp?v=1765654312","url":"https:\/\/foxandfable.com\/fr\/products\/9780566076893","provider":"Fox \u0026 Fable UK","version":"1.0","type":"link"}