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; and open questions are more effective than closed questions. All false says Neil Rackham. He 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 SPIN-selling method where SPIN describes the whole selling process - Situation questions Problem questions Implication questions Need-payoff questions. SPIN-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."
"For savvy shoppers in the UK, the pursuit of a bargain is a year-round endeavour, offering significant savings on a vast array of goods. The landscape of UK shopping is punctuated by highly anticipated sale events, such as the colossal Black Friday Deals and Cyber Monday weekend, the post-Christmas Boxing Day Deals sales, and the summer clearance periods, where retailers dramatically slash SPIN-selling prices on everything from high-end electronics and fashion to home goods and everyday essentials. Beyond these major calendar highlights, persistent deal-seekers can uncover excellent value by exploring outlet villages that house designer brands at discounted rates, diligently checking online marketplaces for daily SPIN-selling deals and flash sales, and signing up for loyalty programmes or newsletters that often provide exclusive discounts. From supermarkets offering multi-buy SPIN-selling promotions to department stores clearing seasonal stock, the opportunities to secure best UK SPIN-selling deals and sale SPIN-selling prices are abundant, ensuring that quality items can be acquired without breaking the bank, truly making budget-conscious shopping a rewarding experience across the nation. " - Bargainplace UK
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