New Releases by Neil Rackham

В основе книги — многолетние исследования компании Huthwaite. Суть исследований состояла в том, чтобы сравнить принципы успешной работы в больших и малых продажах. Результаты стали сенсацией: оказалось, что многие навыки и техники, способствующие удачным продажам недорогих товаров, не только недейственны для больших продаж, но мешают им. Что такое SPIN? В больших продажах, когда речь идет о крупных сделках и дорогостоящих товарах, задача продавца — построить доверительные деловые отношения с покупателем. Чтобы эти отношения состоялись, необходимо тесное общение и несколько деловых встреч. Цель книги «СПИН-продажи» — научить технике проведения этих встреч. Автор утверждает, что главное — задавать во время встреч правильные вопросы. Все вопросы он делит на четыре типа: ситуационные, проблемные, извлекающие и направляющие. Английское SPIN и есть аббревиатура этих типов вопросов. Методология SPIN — это ряд идей о том, как успешно осуществлять большие продажи Методология SPIN основана на самом масштабном исследовании эффективных продаж, которое когда-либо проводилось в мире Более половины компаний из Тор-100 журнала Fortune используют методологию SPIN для обучения продавцов Для кого эта книга Обязательное чтение для: Менеджеров по продажам Торговых агентов Руководителей «Фишка» книги Однозначно самая сенсационная книга по большим продажам! В конце 80-х автор с трудом нашел для нее издателя в США — манускрипт категорически отклоняли, объясняя это тем, что изложенные в ней принципы «противоречат общепринятым». Возможно, именно это «противоречие» (а точнее — свежий взгляд, отстраненность от устаревших шаблонов и владение точными цифрами и бесспорными доказательствами) со временем сделали книгу мировым бестселлером, выдержавшим множество переизданий, переведенного на десятки языков и вошедшего в список десяти наиболее влиятельных деловых книг.

From boardrooms to befuddled aliens, what if the high-tech absurdities of modern life accelerated to warp speed? The stories in Neil Rackham''s debut science fiction collection, Elliptical Billiard Balls, explore the worlds of business and tech - not to mention English-speaking dogs and aliens who communicate via smells - to create strange new futures. A cash-strapped religious order turns to a consultant to transform its fortunes; two implanted microchips overcome their differences to take control of their host human; a time-travelling statistician builds herself a sexy, lucrative new life and learns how to cover her tracks; and an Al-equipped lawyer creates Veritrue, an app that fact-checks politicians'' and others'' media utterances and reports back in real time on screen. None of these worlds is the reality we live in, but each one has its own strange internal logic and carries hints and shadows of things to come... Elliptical Billiard Balls is an ideal pick for fans of Love, Death & Robots, readers who enjoy the hilarious action-packed storytelling of Douglas Adams, and anyone captivated by Martha Wells'' unique, witty perspective on artificial intelligence.

Um arsenal de táticas perspicazes e estratégias vencedoras para fazer de você um sucesso nas vendas para grandes clientes. Saber como chegar a quem decide a compra, lidar com a concorrência, entender a psicologia do comprador e atender ao cliente ? essas são as chaves para o sucesso quando você precisa encarar grandes clientes. Eis aqui um livro com estratégias e táticas práticas, comprovadamente eficazes para todo o ciclo de vendas para grandes contas. Com base na exaustiva pesquisa de Neil Rackham, as informações que você encontrará aqui lhe permitirão: - Moldar sua estratégia de vendas para se encaixar em cada etapa do processo de tomada de decisão do cliente, - Manter seus clientes porque você conhecerá a psicologia do comprador e como reagir a suas dúvidas, - Conseguir entrar em contas por meio de diferentes oportunidades, - Lidar com situações competitivas, enfrentar concorrentes maiores e vencer usando as estratégias que são utilizadas pelos vendedores mais bem-sucedidos, como mostra a meticulosa pesquisa do autor. - Lidar com negociações, concessões sobre preços e termos contratuais de maneira habilidosa e eficaz. - Oferecer o contínuo apoio técnico e de manutenção que faz os clientes permanecerem fiéis. Escrito por um profissional inovador em vendas, reconhecido no mundo todo, esta apresentação exclusiva da estratégia de vendas para grandes clientes coloca o sucesso em suas mãos. Leia já, antes que seus concorrentes o façam.

True or false? In selling high-value products or services: ''closing'' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

In today''s markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer''s dominant power in today''s economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authorsshow how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today''s sophisticated customers.

Put into practice today''s winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It''s the method being used by one-half of all Fortune 500 companies to train their sales forces, and here''s the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

The bestselling author of S.P.I.N. Selling is back with a dynamic book that explains, demystifies, and makes sense of the sales revolution that is rapidly altering the business landscape. Essential reading for executive sales managers, account managers, marketing and customer service professionals--anyone who wants to establish the kind of customer relations necessary to take a company into the 21st century. Illustrations.

The first book on managing major sales from the bestselling author of SPIN® Selling.

Considers the management strategies, techniques and skills necessary for major sales and aims to show how these can be developed to improve sales performance, outlining alternative strategies for increasing sales effectiveness and using real-life case studies throughout.

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here''s a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham''s exhaustive research, the strategies you''ll find here will enable you to . . . Tailor your selling strategy to match each step in the client''s decision-making process. Ensure that you won''t lose your customers because you''ll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author''s meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Most books on selling strategy are based on a series of steps which sales people are supposed to go through when they sell. This unique book, a companion volume to the author''s Making Major Sales, looks at selling strategy the other way around - from the buyer''s perspective. It presents a scientific analysis, based on detailed research of buyer behaviour and how it changes during the selling cycle. Using these research findings and case studies it illustrates how to develop a practical selling strategy which has maximum impact on the buying decision at each phase of the buying process.

UK. Case study of experimentalresearch undertaken in boac and international computers ltd., to illustrate methodology aiming at the improved efficiency of in plant training in interactive skills (increased Motivation for learning together with relevant behavioural change) - covers theoretical and technical aspects of the collection and feedback of behavioural data, etc. Bibliography pp. 44 and 45, diagrams and flow charts.