Application de planification FreeBusy est le moyen le plus simple de programmez automatiquement des réunions sur plusieurs fuseaux horaires et sur plusieurs groupes. Cliquez ici pour découvrir pourquoi!.

Nous espérons que vous aimez les livres que les gens recommandent ! Juste pour que vous le sachiez, The CEO Library peut collecter une part des ventes ou une autre compensation à partir des liens sur cette page.

Ce livre contient 5 recommandations

Marc Roberge (CRO/Hubspot)

The other book on selling is an oldie but goldie, never goes away: SPIN Selling, by Neil Rackham. It's the one when a founder is trying to learn how to sell, belly to belly, I tell them to check out Spin Selling.

Michel Hermann (Fondateur/Terminerinnerung)

Good book on sales.

Primoz Cigler (Co-Founder/ProteusThemes)

Yes, it was sometime earlier this year. I read a book SPIN Selling by Neil Rackham. Chapter four has invaluable insights and instructions how to do sales calls and improve the probability that you make a sale.

This year, I had to change my role at ProteusThemes, as I have thoroughly explained in my other interview. I learned in the SPIN Selling book how to structure both the user interviews and the sales calls in a way that people like to participate and eventually buy from you because you show that you care about them and their business. Everything became easier since.

Tudor Teodorescu (Fondateur/Transylvania Uncharted)

Je peux dire que ma région, ou mon parcours, implique beaucoup de travail pratique, de voyages, d'apprentissage et de pratique d'une grande variété de sports, de rencontres avec de nouvelles personnes et d'établissement de contacts. Mais en tenant compte du fait qu'étant un jeune entrepreneur, j'aurais aimé savoir beaucoup de choses avant de tout commencer. Par conséquent, ce que je suggérerais aux gens de faire, c'est d'investir beaucoup en eux-mêmes professionnellement et personnellement, où je mets beaucoup d'emphase sur le développement d'un équilibre entre l'esprit, le corps et l'esprit. Cet équilibre vous aidera beaucoup dans tout ce que vous faites dans votre vie quotidienne. Ce sont donc les livres que je recommande.

Santiago Basulto (Co-fondateur/rmotr.com)

If you want to make the transition into business, sales is a must. Most sales books are bloated and spand many thousands of pages without much insight, but there are a few that are different and you MUST read:

  • Petit livre rouge de la vente : 12,5 principes de l'excellence des ventes
  • Vente SPIN

Descriptif Amazon

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading 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, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell 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, readers 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 which 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, illuminating graphics, 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.

Obtenez ce livre sur Amazone | Barnes & Nobles | Dépôt de livres | iBook

Voir plus de livres recommandés par

Marc Roberge, Michel Hermann, Primoz Cigler, Tudor Teodorescu, Santiago Basulto

Voir plus de livres écrits par

Neil Rackham

Sources

Nous aimerions connaître votre opinion, alors laissez un commentaire :

Ce site utilise Akismet pour réduire le spam. Découvrez comment les données de vos commentaires sont traitées.