{"id":550,"date":"2018-01-15T06:05:16","date_gmt":"2018-01-15T09:05:16","guid":{"rendered":"http:\/\/blog.printwayy.com\/?p=550"},"modified":"2026-06-10T11:15:55","modified_gmt":"2026-06-10T14:15:55","slug":"spin-selling-e-outsourcing-de-impressao","status":"publish","type":"post","link":"https:\/\/printwayy.com\/blog\/spin-selling-e-outsourcing-de-impressao\/","title":{"rendered":"Neil Rackham, SPIN Selling e Outsourcing de Impress\u00e3o"},"content":{"rendered":"<h3 style=\"text-align: center;\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-596\" src=\"https:\/\/printwayy.com\/blog\/wp-content\/uploads\/2017\/12\/15-01_blogpost_neilrackham.jpg\" alt=\"Imagem de Neil Rackham, o criador da metodologia SPIN Selling, ao fundo uma pessoa caminhando com uma maleta na m\u00e3o em uma entrada com alguns arbustos. A imagem representa o assunto do artigo, que \u00e9 SPIN Selling.\" width=\"1920\" height=\"1000\" \/><\/h3>\n<blockquote>\n<h3 style=\"text-align: center;\"><strong>\u201cVoc\u00ea deve come\u00e7ar por decidir quais problemas seus produtos podem resolver para os clientes. \u201d <\/strong><\/h3>\n<h5 style=\"text-align: center;\">Neil Rackham<\/h5>\n<\/blockquote>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Neil Rackham \u00e9 o criador da metodologia SPIN Selling. Quer saber quem \u00e9 esse tal de Neil, como surgiu a metodologia e porque o livro <a href=\"https:\/\/www.google.com\/search?q=%E2%80%9CAlcan%C3%A7ando+excel%C3%AAncia+em+vendas%E2%80%9D&amp;oq=%E2%80%9CAlcan%C3%A7ando+excel%C3%AAncia+em+vendas%E2%80%9D&amp;aqs=chrome..69i57j0l5.502j0j7&amp;sourceid=chrome&amp;ie=UTF-8\" target=\"_blank\" rel=\"noopener\"><strong>\u201cAlcan\u00e7ando excel\u00eancia em vendas\u201d<\/strong><\/a> se tornou um best-seller? Continua aqui com a gente, que vamos falar sobre isso agora mesmo!<\/span><\/p>\n<h2 style=\"text-align: center;\"><strong>Neil Rackham, o pai do SPIN<\/strong><\/h2>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Psic\u00f3logo com PhD em An\u00e1lise do Comportamento, respons\u00e1vel pelo mais completo e impactante estudo sobre excel\u00eancia em vendas. <\/span><span style=\"font-weight: 400;\">Presidente e fundador da Huthwaite.<\/span><\/p>\n<div id=\"attachment_551\" style=\"width: 790px\" class=\"wp-caption aligncenter\"><a href=\"http:\/\/blog.printwayy.com\/wp-content\/uploads\/2017\/12\/NeilRackham.jpg\"><img loading=\"lazy\" decoding=\"async\" aria-describedby=\"caption-attachment-551\" class=\"wp-image-551 size-full\" src=\"https:\/\/printwayy.com\/blog\/wp-content\/uploads\/2017\/12\/NeilRackham.jpg\" alt=\"Neil Rackham \" width=\"780\" height=\"425\" \/><\/a><p id=\"caption-attachment-551\" class=\"wp-caption-text\">Neil Rackham, criador da metodologia SPIN Selling.<\/p><\/div>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Neil Rackham nasceu na Inglaterra e deu in\u00edcio a sua forma\u00e7\u00e3o acad\u00eamica cursando Psicologia na Universidade Sheffield, a qual finalizou em 1966, recebendo o diploma em Psicologia Comportamental.\u00a0\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Interessado pelo mundo das pesquisas acad\u00eamicas desenvolveu novas ferramentas para estudar e medir o papel das habilidades interpessoais na negocia\u00e7\u00e3o e venda bem-sucedidas durante a sua p\u00f3s-gradua\u00e7\u00e3o, tamb\u00e9m realizada em Sheffield, conclu\u00edda no ano de 1969.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Foi durante o per\u00edodo de sua p\u00f3s-gradua\u00e7\u00e3o que Rackham come\u00e7ou a se interessar pelo universo das vendas e dos neg\u00f3cios. Com foco nesta \u00e1rea de estudo elaborou artigos e publicou seus primeiros livros.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Que s\u00e3o:<\/span><\/p>\n<ul style=\"text-align: justify;\">\n<li style=\"font-weight: 400;\"><b>The Evaluation of Management Training<\/b><span style=\"font-weight: 400;\"> (A Avalia\u00e7\u00e3o do Treinamento Gerencial \u2013 1970), escrito com Peter B. Warr e Michael William Bird;<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Developing Interactive Skills<\/b><span style=\"font-weight: 400;\"> (Desenvolvendo Habilidades Interativas \u2013 1971), em co-autoria com Peter Honey e Michael J. Colbert;<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Behaviour Analysis in Training<\/b><span style=\"font-weight: 400;\"> (An\u00e1lise Comportamental em Treinamentos \u2013 1977), com Terry Morgan.<\/span><\/li>\n<\/ul>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">O pai das vendas consultivas, como \u00e9 reconhecido, hoje \u00e9 autor e mais de 150 artigos, alguns escritos ao lado de outros grandes nomes do mundo do <\/span><i><span style=\"font-weight: 400;\">business, <\/span><\/i><span style=\"font-weight: 400;\">como Philip Kotler, Suj Krishnaswamy, Lawrence Friedman, Richard Ruff e John DeVincentis. Seus livros j\u00e1 foram traduzidos para mais de 10 idiomas.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Ap\u00f3s o seu per\u00edodo de pesquisas e estudos acad\u00eamicos, Neil Rackham, atuou, entre 1970 e 19747, como diretor da Performance Improvement Ltd., conhecendo e trabalhando junto com empresas como a IBM, BP, British Airways, Xerox e Honeywell.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">E em 1974 ele criou a Huthwaite Research Group, hoje Huthwaite Inc.. A <\/span><a href=\"https:\/\/www.huthwaiteinternational.com\/\" target=\"_blank\" rel=\"noopener\"><b>Huthwaite<\/b><\/a><span style=\"font-weight: 400;\"> \u00e9 uma organiza\u00e7\u00e3o que atualmente realiza pesquisas, consultoria, semin\u00e1rios e gerencia processos de melhorias de performance em vendas. Soma mais de 200 clientes, todos l\u00edderes em vendas em seus segmentos, entre eles pode-se citar a Xerox, IBM, AT&amp;T, Kodak e Citicorp.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">A Huthwaite Inc. fica localizada em Virginia, e a Huthwaite Ltd., no Reino Unido.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Logo ap\u00f3s a funda\u00e7\u00e3o da empresa, Rackham iniciou um processo de pesquisa de campo utilizando a metodologia por ele criada em seus estudos, onde ele desejava explorar os comportamentos efetivos dos vendedores e compradores durante uma bem-sucedida reuni\u00e3o de neg\u00f3cios.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Para a pesquisa ser realizada seria necess\u00e1rio ter um financiamento, por isso a IBM e a Xerox foram convencidas por Rackham a bancarem o estudo, o qual se tornou o mais extenso e completo j\u00e1 realizada no mundo das vendas.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Foram mais de 1 milh\u00e3o de d\u00f3lares, s\u00f3 para o in\u00edcio da pesquisa, a qual envolveu mais de 23 pa\u00edses, 35 mil visitas de vendas, uma equipe com 30 pesquisadores e perdurou por 12 anos.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Foi, <\/span><span style=\"text-decoration: underline;\"><span style=\"font-weight: 400;\">a partir desta pesquisa<\/span><\/span><span style=\"font-weight: 400;\">, que os insights e as ideias sobre o comportamento do vendedor (e do comprador) <\/span><b>inspirou a cria\u00e7\u00e3o do pr\u00f3prio SPIN Selling<\/b><span style=\"font-weight: 400;\"> (marca registrada da Huthwaite).<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">A teoria revolucion\u00e1ria criada com base na pesquisa realizada gerou muitas controv\u00e9rsias no in\u00edcio. Tudo o que \u00e9 novo e contradiz teorias h\u00e1 muito tempo utilizadas s\u00e3o recebidas de modo recesso e geram especula\u00e7\u00f5es.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Mas ap\u00f3s o per\u00edodo de matura\u00e7\u00e3o e de estudos o SPIN Selling foi reconhecido e ganhou o mundo dos neg\u00f3cios.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Rackham continuou liderando a Huthwaite at\u00e9 2003, ap\u00f3s se tornou um conselheiro estrat\u00e9gico.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Rackham tamb\u00e9m \u00e9 professor de vendas em grandes universidades como a University Portsmouth, Cranfield School of Management, Carl H. Lindner College of Business da University of Cincinnati e University of Sheffield, al\u00e9m da Harvard Business School, Wharton School of the University of Pennsylvania, Kellogg School of Management, Darden School of Business, Kelley School of Business, Ohio University e Purdue University.<\/span><\/p>\n<h2 style=\"text-align: center;\"><strong>SPIN Selling, a metodologia<\/strong><\/h2>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Com base naquela pesquisa que durou 12 anos, que teve 35 mil processos de vendas analisados, que contou com mais de 30 pesquisadores que viajaram por mais de 20 pa\u00edses, foi que o SPIN Selling nasceu.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Foi durante o processo de an\u00e1lise dos dados e estudos dos materiais coletados que Neil Rackham visualizou que as t\u00e9cnicas e m\u00e9todos tradicionais de vendas n\u00e3o eram t\u00e3o eficientes quando se tratava de uma venda para produtos complexos e que demandam muito mais tempo.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Rackham tamb\u00e9m constatou que os grandes vendedores de vendas complexas abordavam o comprador de forma muito profunda, buscado entender as necessidades e detalhando cada situa\u00e7\u00e3o.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Com esta vis\u00e3o, o SPIN Selling foi desenvolvido e estruturado. A metodologia, em linhas curtas, possibilita ao vendedor desenvolver habilidades de descobrir as reais necessidades dos potenciais clientes e assim dar andamento ao processo de venda com foco na solu\u00e7\u00e3o deste problema, assim sendo muito mais eficiente.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Assim sendo, as letras S, P, I e N fazem refer\u00eancia h\u00e1 04 tipos de perguntas que o vendedor de produtos e\/ou servi\u00e7os de venda complexa deve utilizar para obter sucesso.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Em ingl\u00eas o acr\u00f4nimo SPIN Selling significa:<\/span><\/p>\n<h4 style=\"text-align: center;\"><b>S: situation | P: problem| I: implication| N: need-payoff | Selling<\/b><\/h4>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Para n\u00f3s, a tradu\u00e7\u00e3o de SPIN Selling \u00e9:<\/span><\/p>\n<h4 style=\"text-align: center;\"><b>S: situa\u00e7\u00e3o| P: problema| I: implica\u00e7\u00e3o| N: necessidades de solu\u00e7\u00e3o | Selling: vendendo<\/b><\/h4>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Assim temos tipos de perguntas para cada letra do acr\u00f4nimo, as quais levar\u00e3o o vendedor ao fechamento da venda e ao <\/span><a href=\"https:\/\/printwayy.com\/blog\/mapa-de-sucesso-em-outsourcing-de-impressao\/\" target=\"_blank\" rel=\"noopener\"><b>sucesso<\/b><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<h3 style=\"text-align: center;\"><b>SPIN, entendendo cada letra do acr\u00f4nimo<\/b><\/h3>\n<h4><b>S de Situa\u00e7\u00e3o<\/b><\/h4>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">O objetivo nesta primeira etapa \u00e9 coletar informa\u00e7\u00f5es e dados sobre a situa\u00e7\u00e3o atual do seu potencial cliente e tra\u00e7ar um perfil. Voc\u00ea dever\u00e1 criar um diagn\u00f3stico comparando as necessidades dele com as solu\u00e7\u00f5es que voc\u00ea est\u00e1 oferecendo. Voc\u00ea precisa entender o que fez ele chegar at\u00e9 voc\u00ea.<\/span><\/p>\n<blockquote><p><b><i>\u201cQuem se beneficia com as Perguntas de Situa\u00e7\u00e3o, o comprador ou o vendedor? O vendedor \u00e9 claro.\u201d<\/i><\/b><span style=\"font-weight: 400;\"> Neil Rackham<\/span><\/p><\/blockquote>\n<h4><b>P de Problema<\/b><\/h4>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Neste est\u00e1gio as perguntas devem investigar problemas, dificuldades ou implica\u00e7\u00f5es. O cliente deve perceber o que o fez ir at\u00e9 voc\u00ea, e voc\u00ea tem que, por meio das perguntas, fazer com que ele chegue a esta resposta.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Eu seu livro, Alcan\u00e7ando Excel\u00eancia em Vendas, Neil Rackham mostra que as pesquisas realizadas identificaram que as <\/span><b>Perguntas Problemas<\/b> <span style=\"text-decoration: underline;\"><span style=\"font-weight: 400;\">s\u00e3o mais utilizadas em visitas bem-sucedida<\/span><\/span><span style=\"font-weight: 400;\"> (na maioria em vendas pequena) e s\u00e3o feitas mais frequentemente por vendedores experientes.<\/span><\/p>\n<p><b>I de Implica\u00e7\u00e3o<\/b><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Aqui \u00e9\u00a0 chegada a hora de encontrar a solu\u00e7\u00e3o para o problema do seu cliente e oferecer a solu\u00e7\u00e3o.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Com as perguntas de implica\u00e7\u00e3o voc\u00ea constr\u00f3i o problema e d\u00e1 a sua dimens\u00e3o, a qual justificar\u00e1 a a\u00e7\u00e3o (o valor do investimento para se ter a solu\u00e7\u00e3o).<\/span><\/p>\n<blockquote><p><b><i>\u201cAs Perguntas de Implica\u00e7\u00e3o contribuem para aumentar as necessidades impl\u00edcitas em qualquer decis\u00e3o. Elas s\u00e3o uma boa forma de se prever o sucesso.\u201d<\/i><\/b><span style=\"font-weight: 400;\"> Neil Rackham<\/span><\/p><\/blockquote>\n<h4><b>N de Necessidades de Solu\u00e7\u00f5es<\/b><\/h4>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Os questionamentos da letra N do SPIN, se referem \u00e0 perguntas que fa\u00e7am o potencial cliente pensar no valor ou na viabilidade de se resolver o problema.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">A argumenta\u00e7\u00e3o do vendedor deve mostrar a solu\u00e7\u00e3o a todos os problemas percebidos anteriormente. O foco, neste momento, deve estar na solu\u00e7\u00e3o e n\u00e3o mais no problema.<\/span><\/p>\n<blockquote><p><b><i>\u201cAs Perguntas de Necessidade de Solu\u00e7\u00e3o s\u00e3o uma das melhores formas de o cliente ensaiar a apresenta\u00e7\u00e3o de suas solu\u00e7\u00f5es de modo convincente.\u201d<\/i><\/b><span style=\"font-weight: 400;\"> Neil Rackham<\/span><\/p><\/blockquote>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Questionar para ouvir. Ouvir para entender o seu potencial cliente. Entender para oferecer a solu\u00e7\u00e3o correta.\u00a0 Oferecer a solu\u00e7\u00e3o correta para se ter sucesso. \u00c9 basicamente isso que torna o SPIN Selling um modelo de vendas bem-sucedido.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">O di\u00e1logo aberto, permite que o vendedor se torne um consultor de vendas e identifique os detalhes, e por meio deles consiga ganhar a venda.<\/span><\/p>\n<h3 style=\"text-align: center;\"><strong>SPIN Selling em doses homeop\u00e1ticas<\/strong><\/h3>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Para que voc\u00ea possa refletir mais sobre a metodologia SPIN e pensar a respeito de temas que envolvem o mundo das vendas, sugerimos alguns v\u00eddeos curtos, onde o pr\u00f3prio Neil Rackham aborda assuntos relacionados.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Os v\u00eddeos podem ser acessados no canal <\/span><a href=\"https:\/\/www.youtube.com\/channel\/UC44TWrzvp0KlO29bUgoXomg\" target=\"_blank\" rel=\"noopener\"><b>SPIN Selling \u2013 Huthwaite<\/b><\/a><span style=\"font-weight: 400;\">. Voc\u00ea tamb\u00e9m pode assistir acessando os links abaixo.<\/span><\/p>\n<h4 style=\"text-align: center;\"><strong><a href=\"http:\/\/https:\/\/www.youtube.com\/watch?v=M3lZJYU4n5w\" target=\"_blank\" rel=\"noopener\">Achando que seus produtos s\u00e3o iguais aos da concorr\u00eancia?<\/a><\/strong><\/h4>\n<p><iframe loading=\"lazy\" title=\"Neil Rackham em:\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/M3lZJYU4n5w?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h4 style=\"text-align: center;\"><strong><a href=\"https:\/\/www.youtube.com\/watch?v=E_TXNCkOIis\" target=\"_blank\" rel=\"noopener\">Seus vendedores est\u00e3o preparados para aproveitar as oportunidades de hoje?<\/a><\/strong><\/h4>\n<p><iframe loading=\"lazy\" title=\"Neil Rackham em:\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/E_TXNCkOIis?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h4 style=\"text-align: center;\"><strong><a href=\"https:\/\/www.youtube.com\/watch?v=m4splXh57EE\" target=\"_blank\" rel=\"noopener\">Seus vendedores fazem a pergunta certa?<\/a><\/strong><\/h4>\n<p><iframe loading=\"lazy\" title=\"Neil Rackham em:\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/m4splXh57EE?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h4 style=\"text-align: center;\"><strong><a href=\"https:\/\/www.youtube.com\/watch?v=ylnft3xmP7U\" target=\"_blank\" rel=\"noopener\">As \u00e1reas de Marketing e de Vendas trabalham em sintonia na sua empresa?<\/a><\/strong><\/h4>\n<p><iframe loading=\"lazy\" title=\"Neil Rackham em:\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/ylnft3xmP7U?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h4 style=\"text-align: center;\"><strong><a href=\"https:\/\/www.youtube.com\/watch?v=fQmsc6Carso\" target=\"_blank\" rel=\"noopener\">Os compradores est\u00e3o mais preparados que seus vendedores?<\/a><\/strong><\/h4>\n<p><iframe loading=\"lazy\" title=\"Neil Rackham\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/fQmsc6Carso?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h4 style=\"text-align: center;\"><strong><a href=\"https:\/\/www.youtube.com\/watch?v=g6hlnjeUwSU\" target=\"_blank\" rel=\"noopener\">Os clientes gostam de responder \u00e0s suas perguntas?<\/a> <\/strong><\/h4>\n<p><iframe loading=\"lazy\" title=\"Neil Rackham em:\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/g6hlnjeUwSU?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h4 style=\"text-align: center;\"><strong><a href=\"https:\/\/www.youtube.com\/watch?v=wcdhoK2fUOc\" target=\"_blank\" rel=\"noopener\">Por que o vendedor deve ser pago?<\/a><\/strong><\/h4>\n<p><iframe loading=\"lazy\" title=\"Neil Rackham em:\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/wcdhoK2fUOc?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h2 style=\"text-align: center;\"><strong>SPIN Selling para Outsourcing de Impress\u00e3o<\/strong><\/h2>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Se voc\u00ea deseja saber mais sobre o <\/span><b>SPIN Selling<\/b><span style=\"font-weight: 400;\"> e <span style=\"text-decoration: underline;\">c<\/span><\/span><span style=\"text-decoration: underline;\"><span style=\"font-weight: 400;\">omo ele pode ser aplicado ao Outsourcing de Impress\u00e3o,<\/span><\/span><span style=\"font-weight: 400;\"> \u00e9 s\u00f3 clicar no banner abaixo e baixar o e-book que preparamos.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Em um ambiente cada vez mais competitivo, fra\u00e7\u00f5es de centavos no custo por p\u00e1gina podem ser o fator decisivo no fechamento de um contrato.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Neste e-book mostramos como voc\u00ea pode utilizar as t\u00e9cnicas de SPIN Selling para apresentar o valor da sua proposta.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400;\">Temos aqui na PrintWayy uma excelente experi\u00eancia com essa metodologia de venda e, estudamos muito para compartilhar esse conhecimento com voc\u00ea.\u00a0<\/span><\/p>\n<p style=\"text-align: justify;\"><strong><i>Fa\u00e7a uma boa leitura e tire muitos aprendizados!<\/i><\/strong><\/p>\n<p><a href=\"http:\/\/materiais.printwayy.com\/e-book-spin-selling\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-1992\" src=\"https:\/\/printwayy.com\/blog\/wp-content\/uploads\/2019\/02\/spin-selling-1.jpg\" alt=\"Imagem convite para acessar o ebook SPIN Selling aplicado ao outsourcing de impress\u00e3o.\" width=\"1200\" height=\"630\" \/><\/a><\/p>\n<p>&nbsp;<\/p>\n<p><strong>Veja tamb\u00e9m:\u00a0<\/strong><\/p>\n<p><a href=\"https:\/\/printwayy.com\/blog\/licoes-sobre-vendas-consultivas-com-neil-rackham-o-pai-do-spin-selling\/\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-2022 size-full\" src=\"https:\/\/printwayy.com\/blog\/wp-content\/uploads\/2019\/02\/blog_neil.jpg\" alt=\"Ilustra\u00e7\u00e3o de Neil Rackham, criador da metodologia SPIN Selling, atr\u00e1s de livros.. A ilustra\u00e7\u00e3o representa metodologia SPIN Selling, a qual \u00e9 abordada na publica\u00e7\u00e3o.\" width=\"1920\" height=\"1000\" \/><\/a><\/p>\n<p><a href=\"https:\/\/printwayy.com\/blog\/es\/neil-rackham-spin-selling-y-outsourcing-de-impresion\/\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" class=\"alignright wp-image-6206\" src=\"https:\/\/printwayy.com\/blog\/wp-content\/uploads\/2022\/02\/contenido-es.svg\" alt=\"Accede a este contenido en espa\u00f1ol.\" width=\"400\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"Mostramos a voc\u00ea o SPIN Selling e quem o criou, Neil Rackham, al\u00e9m de disponibilizar um material sobre o SPIN aplicado ao Outsourcing de Impress\u00e3o.","protected":false},"author":3,"featured_media":597,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","episode_type":"audio","audio_file":"","podmotor_file_id":"","podmotor_episode_id":"","cover_image":"","cover_image_id":"","duration":"","filesize":"","filesize_raw":"","date_recorded":"","explicit":"","block":"","footnotes":"","_links_to":"","_links_to_target":""},"categories":[241],"tags":[45,43,28,42,116,193,194,195],"series":[],"class_list":["post-550","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vendas-para-outsourcing-de-impressao","tag-b2b","tag-neil-rackham","tag-outsourcing-de-impressao","tag-spin-selling","tag-venda","tag-venda-complexa","tag-venda-de-servicos","tag-vendas-consultivas"],"episode_featured_image":"https:\/\/printwayy.com\/blog\/wp-content\/uploads\/2017\/12\/15-01_blogmini_neilrackham.jpg","episode_player_image":"https:\/\/printwayy.com\/blog\/wp-content\/uploads\/2017\/12\/15-01_blogmini_neilrackham.jpg","download_link":"","player_link":"","audio_player":false,"episode_data":{"playerMode":"light","subscribeUrls":[],"rssFeedUrl":"https:\/\/printwayy.com\/blog\/feed\/podcast\/blog-da-printwayy","embedCode":"<blockquote class=\"wp-embedded-content\" data-secret=\"ICVKZKktz4\"><a href=\"https:\/\/printwayy.com\/blog\/spin-selling-e-outsourcing-de-impressao\/\">Neil Rackham, SPIN Selling e Outsourcing de Impress\u00e3o<\/a><\/blockquote><iframe sandbox=\"allow-scripts\" security=\"restricted\" src=\"https:\/\/printwayy.com\/blog\/spin-selling-e-outsourcing-de-impressao\/embed\/#?secret=ICVKZKktz4\" width=\"500\" height=\"350\" title=\"&#8220;Neil Rackham, SPIN Selling e Outsourcing de Impress\u00e3o&#8221; &#8212; Blog da PrintWayy\" data-secret=\"ICVKZKktz4\" frameborder=\"0\" marginwidth=\"0\" marginheight=\"0\" scrolling=\"no\" class=\"wp-embedded-content\"><\/iframe><script type=\"text\/javascript\">\n\/* <![CDATA[ *\/\n\/*! 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