…专业）买家确实是这样，但如果你是在深夜电视购物上卖产品，你完全可以通过话术伎俩、“卖噱头”（sell the sizzle）等手段来淡化和绕过异议。Neil Rackham 的《SPIN 销售法》（SPIN Selling）和《大客户销售战略》（Major Account Sales Strategy）是我读过的最好的销售类书籍。
…professional) buyers happen like that, but if you're selling a product on late night tv, you can minimize and bypass objections through trickery, "sell the sizzle", etc. Neil Rackham's SPIN Selling and Major Account Sales Strategy are the best books I've ever found on sales.
…技术型的，我可以推荐几本能帮到你的书——我的职业生涯就是建立在这些书提供的框架之上的：- Neil Rackham 的《SPIN 销售法》（SPIN Selling）[基于解决方案的销售非常重要] - Neil Rackham 的《大客户销售战略》（Major Account Sales Strategy）[如果你打算对接 Fortune 500 强] - Ford Harding 的《如何成为吸金王》（Rain Making: Attract New Clients No Matter What Your Field）[那是本经典，但跟做技术销售有点不太对口，…
…technical, I can recommend a couple of books that are going to do the job for you - I built a career on the frameworks offered by them: - SPIN Selling, Neil Rackham [solution based selling is very important] - Major Account Sales Strategy, Neil Rackham [if you're going to work with Fortune 500] - Rain Making: Attract New Clients No Matter What Your Field, Ford Harding [that's a classic, but it's a little bit not in line with selling tech,…
如果你是在做“大额销售”（major sales），与其看这篇（烂）文章，不如去读 Neil Rackham 的《SPIN 销售法》（SPIN Selling）。http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... 也不错，但《SPIN 销售法》本身作为入门更好。
Read SPIN Selling by Neil Rackham instead of this (crappy) article, if you're selling "major sales". http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... is good, but SPIN Selling itself is a better intro.
I absolutely recommend you read Neal Rackham’s SPIN selling, and Major Account Sales Strategy. Additionally, read the Mom Test by Fitzgerald if I remember correctly. These books literally walk you step by step of how to uncover problems and discuss them with your prospects, customers and people…
求推荐专门讲 B2B 销售的读物。目前在考虑 Neil Rackham 的《SPIN 销售法》（SPIN Selling）和《大客户销售战略》（Major Account Sales Strategy），不过因为年代比较久远，我在想里面的建议会不会已经过时了。还有 Matthew Dixon 和 Brent Adamson 写的《挑战式销售》（The Challenger Sale）。还有其他推荐或想法吗…
Looking for recommended reading specifically on B2B selling. Am considering "SPIN Selling" and "Major Account Sales Strategy" by Neil Rackham although I'm wondering whether the advice may be out of date as they're quite dated Also "The Challenger Sale" by Matthew Dixon & Brent Adamson. Any other recommendations or thoughts…
…专业）买家确实是这样，但如果你是在深夜电视购物上卖产品，你完全可以通过话术伎俩、“卖噱头”（sell the sizzle）等手段来淡化和绕过异议。Neil Rackham 的《SPIN 销售法》（SPIN Selling）和《大客户销售战略》（Major Account Sales Strategy）是我读过的最好的销售类书籍。
…professional) buyers happen like that, but if you're selling a product on late night tv, you can minimize and bypass objections through trickery, "sell the sizzle", etc. Neil Rackham's SPIN Selling and Major Account Sales Strategy are the best books I've ever found on sales.
…技术型的，我可以推荐几本能帮到你的书——我的职业生涯就是建立在这些书提供的框架之上的：- Neil Rackham 的《SPIN 销售法》（SPIN Selling）[基于解决方案的销售非常重要] - Neil Rackham 的《大客户销售战略》（Major Account Sales Strategy）[如果你打算对接 Fortune 500 强] - Ford Harding 的《如何成为吸金王》（Rain Making: Attract New Clients No Matter What Your Field）[那是本经典，但跟做技术销售有点不太对口，…
…technical, I can recommend a couple of books that are going to do the job for you - I built a career on the frameworks offered by them: - SPIN Selling, Neil Rackham [solution based selling is very important] - Major Account Sales Strategy, Neil Rackham [if you're going to work with Fortune 500] - Rain Making: Attract New Clients No Matter What Your Field, Ford Harding [that's a classic, but it's a little bit not in line with selling tech,…
如果你是在做“大额销售”（major sales），与其看这篇（烂）文章，不如去读 Neil Rackham 的《SPIN 销售法》（SPIN Selling）。http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... 也不错，但《SPIN 销售法》本身作为入门更好。
Read SPIN Selling by Neil Rackham instead of this (crappy) article, if you're selling "major sales". http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... is good, but SPIN Selling itself is a better intro.
针对那些课题，Rackham 的《大客户销售战略》（Major Account Sales Strategy）挺好的。Rackham 的另一本书《SPIN 销售法》（SPIN Selling）也是经典。
For those subjects, Major Account Sales Strategy by Rackham is good. Another Rackham book, SPIN Selling, is also a classic.
我强烈推荐你读读 Neil Rackham 的《SPIN 销售法》（SPIN selling）和《大客户销售战略》（Major Account Sales Strategy）。另外，如果我没记错的话，Fitzgerald 的《妈妈测试》（The Mom Test）也读一下。这些书真的是一步步手把手教你如何挖掘问题，并与潜在客户、客户和人们展开探讨…
I absolutely recommend you read Neal Rackham’s SPIN selling, and Major Account Sales Strategy. Additionally, read the Mom Test by Fitzgerald if I remember correctly. These books literally walk you step by step of how to uncover problems and discuss them with your prospects, customers and people…
求推荐专门讲 B2B 销售的读物。目前在考虑 Neil Rackham 的《SPIN 销售法》（SPIN Selling）和《大客户销售战略》（Major Account Sales Strategy），不过因为年代比较久远，我在想里面的建议会不会已经过时了。还有 Matthew Dixon 和 Brent Adamson 写的《挑战式销售》（The Challenger Sale）。还有其他推荐或想法吗…
Looking for recommended reading specifically on B2B selling. Am considering "SPIN Selling" and "Major Account Sales Strategy" by Neil Rackham although I'm wondering whether the advice may be out of date as they're quite dated Also "The Challenger Sale" by Matthew Dixon & Brent Adamson. Any other recommendations or thoughts…