Spin-sales. REMHEM N.

competent ways to build a conversation from the famous consultant Google, MasterCard and Johnson & Johnson, which are able to replace several expensive trainings on large sales technology.

in large sales, when it comes to large transactions and expensive goods, the task of the seller - Build trusting business relations with the buyer. In order for these relations to take place, close communication and several business meetings are necessary.

Nile Riverm has practiced and studied large sales for many years. After analyzing 35 thousand negotiations, he came to the conclusion that in large sales, successful sellers always ask in the right order a special way formulated issues, leading a person to an independent choice. This method works flawlessly. He divides all questions into four types: situational, problematic, extracting and guides. The English Spin is the abbreviation of these types of issues.

The book is based on Houthwaite perennial research. The essence of research was to compare the principles of successful work in large and small sales. The results became a sensation: it turned out that many skills and techniques that contribute to successful sales of inexpensive goods are not only not effective for large sales, but interfere with them.

for all sales managers, trade agents and managers.