Leej twg invented spin muag?

2024 Tus sau: Stanley Ellington | [email protected]. Kawg hloov kho: 2023-12-16 00:17

Neil Rackham

Ntawm no, leej twg tau npaj lub tswv yim ntawm kev muag khoom?

Cov SPIN kev muag khoom los ntawm Neil Rackham's 1988 classic, Kev muag khoom ” Nws yog raws li 12 xyoo ntawm kev tshawb fawb thiab 35,000 kev muag khoom hu. Yuav kom yeej qhov loj dua, kev sib tham txog kev sib tham, Rackham hais tias cov neeg muag khoom yuav tsum tso tseg cov kev muag khoom ib txwm muaj.

Ib sab saum toj no, dab tsi yog txoj kev tig ntawm kev muag khoom? SPIN stands rau plaub yam lus nug Cov neeg muag khoom tau zoo nug lawv cov neeg siv khoom: Qhov xwm txheej, teeb meem, cuam tshuam, thiab xav tau-them nyiaj. ua haujlwm los ntawm txoj kev xav tias kev sib raug zoo muag yog customer-centric. Nws xav kom koj hloov koj tus kheej muag txheej txheem rau koj cov neeg siv khoom, thiab nws muab cov kev daws teeb meem ntawm tus kheej.

Tom qab ntawd, thaum twg spin muag sau?

1988, Puas yog SPIN muag tseem cuam tshuam?

Tom qab luam tawm xyoo 1988, SPIN Muag ”yog tseem cuam tshuam thiab suav hais tias yog qhov kawg yuav ua li cas-los qhia txog kev daws teeb meem. Nws ua li ntawd los ntawm kev tsim tus nqi los ntawm kev sib raug zoo nrog tus neeg yuav khoom. Hauv ntiaj teb kev muag khoom niaj hnub no, koj tuaj yeem tso tseg feem ntau cov txheej txheem muag khoom.