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Spin Selling
 
 
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Spin Selling [Abridged, Audiobook] [Audio CD]

Neil Rackham (Author)
4.5 out of 5 stars  See all reviews (49 customer reviews)

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"Essential for everyone involved in selling or managing the sales function." -- Journal Of Marketing Management --This text refers to an out of print or unavailable edition of this title.

Book Description

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
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First Sentence
The V.P. of Sales met me at O'Hare airport and within minutes we were driving through the Chicago suburbs. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

49 Reviews
5 star:
 (33)
4 star:
 (10)
3 star:
 (4)
2 star:
 (1)
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Average Customer Review
4.5 out of 5 stars (49 customer reviews)
 
 
 
 
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5.0 out of 5 stars By and Far THE book to read on selling, April 29 2012
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This review is from: SPIN Selling (Hardcover)
I was absolutely amazed by this book. I Learned an incredible amount and would recommend this book to ANYONE, not just those looking to sell - it is that good.

But keep in mind that this book won't instantly make you a star seller. It will give you all the tools and the guidelines, however you'll still need to work and practice your selling skills.
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4.0 out of 5 stars great, but hard to read, Jan 16 2012
By 
This review is from: SPIN Selling (Hardcover)
written in a textbook style, so not necessarily an easy read. however, a usefull source but takes some practice, so id deffinitelly recomend buying a handbook as well. please keep in mind that this book deals with large sales, although it can be easilly applied to smaller sale
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1 of 1 people found the following review helpful
5.0 out of 5 stars Best Sales Book, May 5 2002
By 
Mark A. Taylor (New York, NY USA) - See all my reviews
(REAL NAME)   
This review is from: SPIN Selling (Hardcover)
As a professional salesperson, sales manager, and CEO with over 25 years of experience and previously one of the top 5% of salespeople in a Fortune 500 corporation, I have attended practically every sales seminar offered and read every book that I could get my hands on. This book is a classic. It is the best book written for salespeople that have to sell a concept that is more complex than an impulse item. I use it for training all our new sales people and highly recommend it.
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