SPIN Selling
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SPIN Selling
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Narrado por:
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Eli Woods
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De:
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Neil Rackham
Acerca de esta escucha
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 AudioLos oyentes también disfrutaron...
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De: Matthew Dixon, y otros
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- De: Keenan
- Narrado por: Keenan
- Duración: 5 h y 47 m
- Versión completa
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General5 out of 5 stars 1,138
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Narración:5 out of 5 stars 964
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Historia4.5 out of 5 stars 956
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.
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4 out of 5 stars
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SPIN selling with more EQ mixed in
- De Amazon Customer en 09-28-19
De: Keenan
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Selling with Love
- Earn with Integrity and Expand Your Impact
- De: Jason Marc Campbell
- Narrado por: Jason Marc Campbell
- Duración: 4 h y 42 m
- Versión completa
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General4.5 out of 5 stars 2
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Narración:4.5 out of 5 stars 2
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Historia3 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.
- De Dr. Edith Pikler, MD en 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
- De: Jeb Blount, Mike Weinberg - foreword
- Narrado por: Jeb Blount, Jeremy Arthur
- Duración: 8 h y 21 m
- Versión completa
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General5 out of 5 stars 222
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Narración:5 out of 5 stars 198
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Historia4.5 out of 5 stars 198
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!
- De Kathleen Fitzpatrick en 09-04-23
De: Jeb Blount, y otros
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Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- De: Oren Klaff
- Narrado por: Stephen Bowlby
- Duración: 6 h y 14 m
- Versión completa
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General5 out of 5 stars 466
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Narración:5 out of 5 stars 393
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Historia5 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
- De Mike Pistentis en 10-29-23
De: Oren Klaff
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Secrets of Question-Based Selling, 2nd Edition
- How the Most Powerful Tool in Business Can Double Your Sales Results
- De: Thomas A. Freese
- Narrado por: Steve Menasche
- Duración: 15 h y 10 m
- Versión completa
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General4.5 out of 5 stars 74
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Narración:4.5 out of 5 stars 63
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Historia4 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
- De Anonymous User en 01-02-25
De: Thomas A. Freese
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To Sell Is Human
- The Surprising Truth about Moving Others
- De: Daniel H. Pink
- Narrado por: Daniel H. Pink
- Duración: 6 h y 6 m
- Versión completa
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General4.5 out of 5 stars 4,251
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Narración:4.5 out of 5 stars 3,561
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Historia4.5 out of 5 stars 3,539
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
- De Gerardo A Dada en 01-21-13
De: Daniel H. Pink
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Sell with a Story
- How to Capture Attention, Build Trust, and Close the Sale
- De: Paul Smith
- Narrado por: Paul Smith
- Duración: 7 h y 59 m
- Versión completa
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General4.5 out of 5 stars 406
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Narración:4.5 out of 5 stars 350
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Historia4.5 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!
- De Bruce J. Cruz en 02-22-17
De: Paul Smith
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- De: Mike Weinberg
- Narrado por: Mike Weinberg
- Duración: 8 h y 1 m
- Versión completa
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General5 out of 5 stars 366
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Narración:5 out of 5 stars 306
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Historia5 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
- De Navo en 10-31-20
De: Mike Weinberg
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The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- De: Brian Tracy
- Narrado por: Brian Tracy
- Duración: 6 h y 18 m
- Versión completa
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General4.5 out of 5 stars 3,652
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Narración:4.5 out of 5 stars 3,027
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Historia4.5 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
- De DAVID en 03-09-14
De: Brian Tracy
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The Ultimate Sales Machine
- De: Chet Holmes
- Narrado por: Amanda Holmes, George Newbern
- Duración: 11 h y 28 m
- Versión completa
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General4.5 out of 5 stars 2,316
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Narración:4.5 out of 5 stars 1,726
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Historia4.5 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.
- De Sandy en 04-28-10
De: Chet Holmes
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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
- De: Jeff Thull
- Narrado por: Jeff Thull
- Duración: 7 h y 50 m
- Versión completa
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General4.5 out of 5 stars 160
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Narración:4.5 out of 5 stars 137
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Historia4.5 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
- De Lisa en 10-30-13
De: Jeff Thull
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The Sales Development Playbook
- Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- De: Trish Bertuzzi
- Narrado por: Gary Tiedemann
- Duración: 5 h y 58 m
- Versión completa
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General4.5 out of 5 stars 263
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Narración:4.5 out of 5 stars 226
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Historia4.5 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
- De Amazon Customer en 12-21-18
De: 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)
- De: David Mattson - foreword, David H. Sandler
- Narrado por: Sean Pratt
- Duración: 8 h y 23 m
- Versión completa
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General5 out of 5 stars 612
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Narración:5 out of 5 stars 518
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Historia5 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
- De DLEW510 en 11-16-17
De: David Mattson - foreword, y otros
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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- De: Jeb Blount, Mark Hunter - foreword by
- Narrado por: Jeb Blount
- Duración: 5 h y 53 m
- Versión completa
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General5 out of 5 stars 898
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Narración:5 out of 5 stars 765
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Historia4.5 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
- De Tshepo en 05-22-20
De: Jeb Blount, y otros
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Selling to the C-Suite, Second Edition
- What Every Executive Wants You to Know About Successfully Selling to the Top
- De: Nicholas A.C. Read, Stephen J. Bistritz
- Narrado por: Gary Regal
- Duración: 6 h y 57 m
- Versión completa
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General5 out of 5 stars 14
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Narración:5 out of 5 stars 12
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Historia5 out of 5 stars 12
How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term? The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell.
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5 out of 5 stars
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Strategies that are easy to follow
- De Lori Dale en 01-18-25
De: Nicholas A.C. Read, y otros
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Million Dollar Habits
- Proven Power Practices to Double and Triple Your Income
- De: Brian Tracy
- Narrado por: Brian Tracy
- Duración: 8 h y 3 m
- Versión completa
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General5 out of 5 stars 602
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Narración:4.5 out of 5 stars 530
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Historia5 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
- De Anonymous User en 02-11-22
De: Brian Tracy
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The Secrets of Closing the Sale
- Included Bonus: Selling with Emotional Logic
- De: Zig Ziglar, Tom Ziglar
- Narrado por: Zig Ziglar, Tom Ziglar
- Duración: 17 h y 1 m
- Grabación Original
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General5 out of 5 stars 2,074
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Narración:5 out of 5 stars 1,792
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Historia5 out of 5 stars 1,780
Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
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5 out of 5 stars
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Zig Ziglar debunks all the myths holding you back from closing the sale
- De Steph Earley en 08-01-16
De: Zig Ziglar, y otros
Lo que los oyentes dicen sobre SPIN Selling
Con calificación alta para:
Reseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total4 out of 5 stars
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Ejecución4 out of 5 stars
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Historia1 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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Total5 out of 5 stars
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Ejecución2 out of 5 stars
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Historia4 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 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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