Cookies on oxfam

We use cookies to ensure that you have the best experience on our website. If you continue browsing, we’ll assume that you are happy to receive all our cookies. You can change your cookie settings at any time. Find out more Accept

  • Grows vegetables
  • Fills classrooms
  • Drills wells
  • Empowers women
  • Fights poverty
  • Free Uk delivery on all gifts
    Or you can add a donation at checkout
  • Personalise your gift at checkout
    Add a personal message, ecard or card front
  • Add a 'Little Extra' at checkout
    Add-on gifts available (including chocolate!)

SPIN-selling

£12.99 Out Of Stock

Product description

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 SPINr-Selling method. SPINr describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPINr-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.

Item details

Author(s):
Rackham, Neil
Condition:
Used: very good
Edition:
2003
Format:
Paperback
ISBN-10:
0566076896
ISBN-13:
9780566076893
Number of pages:
260
Publisher:
Gower
Title:
Spin Selling

Sold Out

We're sorry to say this item has now sold out.

There are over 100,000 more items in stock. Start browsing with our suggestions below.

About this item

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 SPINr-Selling method. SPINr describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPINr-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.

Author(s):
Rackham, Neil
Condition:
Used: very good
Edition:
2003
Format:
Paperback
ISBN-10:
0566076896
ISBN-13:
9780566076893
Number of pages:
260
Publisher:
Gower
Title:
Spin Selling

Delivery & returns

This item will be dispatched to UK addresses via second class post within 2 working days of receipt of your order. Standard UK delivery is £3.95 per order, so you're only charged once no matter how many items you have in your basket. Any additional courier charges will be applied at checkout as they vary depending on delivery address.

This item will be dispatched to UK addresses via second class post within 2 working days of receipt of your order. Standard UK delivery is currently free, no matter how many items you have in your basket. Any additional courier charges will be applied at checkout as they vary depending on delivery address.

You can find out more about delivery and returns in our help section.

We offer a no quibble returns policy as follows:

Wedding dresses: 14 days

Overseas returns: 31 days

Everything else: 21 days


This item is also available for international delivery by airmail, carrying a mandatory delivery charge of:

Europe: £4.70

Outside Europe: £7.00

Volunteer listed

Wonder how this unique item ended up online?

Most of the second-hand items you see online have been donated, by supporters like you, to our high street stores. Each item is then priced, photographed and listed on this site by our amazing team of volunteers from across the country.

After you have bought your item, our team of volunteers package and dispatch it from the Shop straight to you or your chosen recipient.

All profits from the sales of our goods go towards funding Oxfam's work around the world. We rely on your donations to sell online so please keep the cycle of goodness going!

To find out more about volunteering with Oxfam, please visit our how to volunteer page.

Oxfam Books & Music Bridport

The Bridport shop sells a wide variety of new and donated products, specializing in Books, Music and Children's items. We stock all kinds of recorded music, including classical, jazz, pop&rock, folk and much more. The shop plays an active part in the town's "Vinyl Saturday" quarterly record fair, drawing customers from near and far. The music team works tirelessly to ensure that the highest quality and widest range of stock is always available to customers and will happily try to locate specific titles when requested.

View Shop