SPIN Selling
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SPIN Selling
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Narrated by:
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Eli Woods
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By:
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Neil Rackham
About this listen
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, listeners will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales?” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods that were developed for small consumer sales just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
©2014 McGraw-Hill, Inc. (P)2014 McGraw Hill-Ascent AudioListeners also enjoyed...
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
4 out of 5 stars
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SPIN selling with more EQ mixed in
- By Amazon Customer on 09-28-19
By: Keenan
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Selling with Love
- Earn with Integrity and Expand Your Impact
- By: Jason Marc Campbell
- Narrated by: Jason Marc Campbell
- Length: 4 hrs and 42 mins
- Unabridged
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Overall4.5 out of 5 stars 2
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Performance4.5 out of 5 stars 2
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Story3 out of 5 stars 2
Our society is an ever-changing reflection of what we buy into—from our deepest fears to our greatest hopes, from the companies that fail to the ones that thrive. If your business is on a mission to provide authentic value and achieve a positive impact, society doesn’t just need you to think about sales and marketing. It needs you to be great at them.
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5 out of 5 stars
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Great Author, wonderful friend. Carrying personally to help anyone that comes in contact from the book or the podcast.
- By Dr. Edith Pikler, MD on 01-28-23
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Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- By: Jeb Blount, Mike Weinberg - foreword
- Narrated by: Jeb Blount, Jeremy Arthur
- Length: 8 hrs and 21 mins
- Unabridged
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Overall5 out of 5 stars 224
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Performance5 out of 5 stars 199
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Story4.5 out of 5 stars 199
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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5 out of 5 stars
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One of the best books on Sales!
- By Kathleen Fitzpatrick on 09-04-23
By: Jeb Blount, and others
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Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- By: Oren Klaff
- Narrated by: Stephen Bowlby
- Length: 6 hrs and 14 mins
- Unabridged
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Overall5 out of 5 stars 466
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Performance5 out of 5 stars 393
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Story5 out of 5 stars 389
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
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3 out of 5 stars
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the theory is there, but the stories miss
- By Mike Pistentis on 10-29-23
By: Oren Klaff
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Sell with a Story
- How to Capture Attention, Build Trust, and Close the Sale
- By: Paul Smith
- Narrated by: Paul Smith
- Length: 7 hrs and 59 mins
- Unabridged
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Overall4.5 out of 5 stars 406
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Performance4.5 out of 5 stars 350
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Story4.5 out of 5 stars 351
Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.
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5 out of 5 stars
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This book is not only simple but practical!
- By Bruce J. Cruz on 02-22-17
By: Paul Smith
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Secrets of Question-Based Selling, 2nd Edition
- How the Most Powerful Tool in Business Can Double Your Sales Results
- By: Thomas A. Freese
- Narrated by: Steve Menasche
- Length: 15 hrs and 10 mins
- Unabridged
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Overall4.5 out of 5 stars 74
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Performance4.5 out of 5 stars 63
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Story4 out of 5 stars 63
For nearly 20 years, The Secrets of Question Based Selling has been helping great salespeople like you deliver big results. Its commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology - and there are countless contradictory sales training programs promising results.
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5 out of 5 stars
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Great book
- By Anonymous User on 01-02-25
By: Thomas A. Freese
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To Sell Is Human
- The Surprising Truth about Moving Others
- By: Daniel H. Pink
- Narrated by: Daniel H. Pink
- Length: 6 hrs and 6 mins
- Unabridged
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Overall4.5 out of 5 stars 4,250
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Performance4.5 out of 5 stars 3,560
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Story4.5 out of 5 stars 3,538
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
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3 out of 5 stars
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Lenghty book with a few solid tips on persuation
- By Gerardo A Dada on 01-21-13
By: Daniel H. Pink
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
-
Overall5 out of 5 stars 366
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Performance5 out of 5 stars 306
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Story5 out of 5 stars 305
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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5 out of 5 stars
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Forget everything you know about sales
- By Navo on 10-31-20
By: Mike Weinberg
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The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 6 hrs and 18 mins
- Unabridged
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Overall4.5 out of 5 stars 3,652
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Performance4.5 out of 5 stars 3,027
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Story4.5 out of 5 stars 2,990
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
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5 out of 5 stars
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multiple sound defects, sounds like in barrel
- By DAVID on 03-09-14
By: Brian Tracy
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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
- By: Jeff Thull
- Narrated by: Jeff Thull
- Length: 7 hrs and 50 mins
- Unabridged
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Overall4.5 out of 5 stars 160
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Performance4.5 out of 5 stars 137
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Story4.5 out of 5 stars 136
In today's turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition.
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2 out of 5 stars
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I don't recommend listening
- By Lisa on 10-30-13
By: Jeff Thull
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The Ultimate Sales Machine
- By: Chet Holmes
- Narrated by: Amanda Holmes, George Newbern
- Length: 11 hrs and 28 mins
- Unabridged
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Overall4.5 out of 5 stars 2,316
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Performance4.5 out of 5 stars 1,726
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Story4.5 out of 5 stars 1,704
The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
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1 out of 5 stars
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Ok if you are selling carpet cleaning services.
- By Sandy on 04-28-10
By: Chet Holmes
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The Sales Development Playbook
- Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- By: Trish Bertuzzi
- Narrated by: Gary Tiedemann
- Length: 5 hrs and 58 mins
- Unabridged
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Overall4.5 out of 5 stars 263
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Performance4.5 out of 5 stars 226
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Story4.5 out of 5 stars 227
This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.
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5 out of 5 stars
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Amazing tips for new SDR Managers and Sales Exec
- By Amazon Customer on 12-21-18
By: Trish Bertuzzi
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You Can't Teach a Kid to Ride a Bike at a Seminar
- Sandler Training's 7-Step System for Successful Selling (2nd Edition)
- By: David Mattson - foreword, David H. Sandler
- Narrated by: Sean Pratt
- Length: 8 hrs and 23 mins
- Unabridged
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Overall5 out of 5 stars 612
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Performance5 out of 5 stars 518
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Story5 out of 5 stars 513
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
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5 out of 5 stars
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Great Book to learn the Sandler Selling Techniques
- By DLEW510 on 11-16-17
By: David Mattson - foreword, and others
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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- By: Jeb Blount, Mark Hunter - foreword by
- Narrated by: Jeb Blount
- Length: 5 hrs and 53 mins
- Unabridged
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Overall5 out of 5 stars 899
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Performance5 out of 5 stars 765
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Story4.5 out of 5 stars 760
Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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3 out of 5 stars
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A Chapter In Fanatical Prospecting
- By Tshepo on 05-22-20
By: Jeb Blount, and others
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Million Dollar Habits
- Proven Power Practices to Double and Triple Your Income
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 8 hrs and 3 mins
- Unabridged
-
Overall5 out of 5 stars 602
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Performance4.5 out of 5 stars 530
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Story5 out of 5 stars 525
In Million Dollar Habits, Tracy teaches listeners how to develop the habits of successful men and women so they too can think more effectively, make better decisions, and ultimately double or triple their income. Listeners will learn how to organize their finances, increase health and vitality, sustain loving relationships, build financial independence, and take a leadership role to turn visions into reality.
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3 out of 5 stars
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Love the Book But wasn’t wowed by the audio
- By Anonymous User on 02-11-22
By: Brian Tracy
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The Little Red Book of Selling
- 12.5 Principles of Sales Greatness
- By: Jeffrey Gitomer
- Narrated by: uncredited
- Length: 4 hrs and 26 mins
- Unabridged
-
Overall4.5 out of 5 stars 1,525
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Performance4.5 out of 5 stars 1,230
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Story4.5 out of 5 stars 1,215
Sharing strategies and answers from a lifetime of selling, Jeffrey has packed The Little Red Book of Selling with the information you've been searching for. You'll learn a philosophy of success - long term, relationship-driven, and referral-oriented - that has nothing to do with manipulation or other old-world sales tactics, and has everything to do with understanding buying motives and taking ethical, relationship-building actions.
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1 out of 5 stars
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Questionable Advice
- By Fernando on 10-16-09
By: Jeffrey Gitomer
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The Sandler Rules
- 49 Timeless Selling Principles…and How to Apply Them
- By: David Mattson
- Narrated by: David Mattson
- Length: 3 hrs and 55 mins
- Unabridged
-
Overall5 out of 5 stars 226
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Performance4.5 out of 5 stars 185
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Story4.5 out of 5 stars 185
All prospects lie, all the time. Never ask for the order. Get an IOU for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.
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5 out of 5 stars
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New to Sales and my first sales book
- By Paul on 07-22-18
By: David Mattson
What listeners say about SPIN Selling
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Reviews - Please select the tabs below to change the source of reviews.
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Overall4 out of 5 stars
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Performance4 out of 5 stars
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Story1 out of 5 stars
- Alex Wright
- 04-12-24
Clarity on High Ticket Sales
This was à well thought out and logical step by step with examples non-fiction. So no story.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Anonymous User
- 07-14-23
Instructions for Big Sales
I listen to many sells books, and believe this to be the most effective sales novel for larger items! I will listen to this many times as I try to implement its premise
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Overall5 out of 5 stars
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Performance5 out of 5 stars
-
Story5 out of 5 stars
- Christopher
- 05-29-24
Excellent Sales Program
A thorough analysis of the sales process with a straightforward plan of implementation. I would recommend to any sales professional interested in improving their sales technique.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- David
- 10-22-22
Still valid today
this book turns traditional sales techniques on their head. A breath of fresh air. I'm a sales professional for 8 years in the car industry. I've closed over 8000 car deals. I always wondered why the traditional pressure techniques were generally ineffective. I had adopted a technique very similar to this naturally over the years by virtue of what works and what doesn't. It is wonderful to have the confirmation here, and also the clarification on exactly why it works, so that I can focus my behaviors to match those of success.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- David Lopez
- 07-26-24
Fantastic Book
Recommended for anybody in business negotiation.
i found this book as a good complement to another great book QBS Question Based Selling.
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Overall5 out of 5 stars
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Performance2 out of 5 stars
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Story4 out of 5 stars
- c rock
- 07-18-22
Very precise approach
Loved the book. Didn’t like the narrations. The mix on the voice is super bass heavy
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Jason
- 05-20-23
Insightful
One of the best books I’ve ever read.
I’m not much of a salesperson but I believe this book can help anyone in life with some general life lessons.
It contains useful knowledge to apply across the board.
Seriously, one of the best!
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Darlene Peoples
- 10-10-22
Finally... Sales with Scientific Proof!
Each sales method was a pass or fail with proof. Can't wait to apply methodology.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Victoria Joseph
- 02-25-23
From a sales newbie..
This was a great book for me to read as a newbie in sales. It helped me see both sides of major sales and lower pricing sales using research, examples, and quotes.
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Overall5 out of 5 stars
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Performance5 out of 5 stars
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Story5 out of 5 stars
- Shane Perrault
- 12-08-23
Ticket to Big Sales
Really outlines the specific to-dos to close Big Sales. Game Changer. Illuminating! If you’re looking for a proven model this is it.
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