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SPIN Selling (Hardcover)

by Neil Rackham (Author) "The V.P. of Sales met me at O'Hare airport and within minutes we were driving through the Chicago suburbs ..." (more)
4.5 out of 5 stars  See all reviews (46 customer reviews)
List Price: CDN$ 36.95
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SPIN Selling + The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources + Major Account Sales Strategy
Total List Price: CDN$ 98.85
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Product Details

Product Description

Journal Of Marketing Management

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


Product Description

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

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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

46 Reviews
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Average Customer Review
4.5 out of 5 stars (46 customer reviews)
 
 
 
 
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5.0 out of 5 stars Great methodology, April 27 2004
By "salestrainer3" (New York, NY) - See all my reviews
As a sales trainer, I found this book to present a wonderful methodology for both salespeople new to the business as well as seasoned salespeople. The SPIN principle (Situation, Problem, Implication, and Need-payoff) works in almost any sales environment whether you are selling big ticket items to large accounts or volumes of small ticket items.

Overall, I found "SPIN Selling" to be a great book for addressing the strategic and tactical aspects of selling. In addition to this book, I highly recommend the book "Cognitive Selling: Proven Fundamentals and Techniques of the World's Most Effective Salespeople" by Todd Bermont. "Cognitive Selling" is the perfect complement to "SPIN Selling" as it provides a methodology for maintaining a winning attitude and frame-of-mind which is essential to succeed in selling.

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5.0 out of 5 stars Neil Rackham gets it right, April 4 2004
By Todd B. Natenberg "Author, 'I just got a job ... (Chicago, IL United States) - See all my reviews
(REAL NAME)   
SPIN Selling was the first sales book I ever read, back in the days when I sold copiers. Ten years later, as the owner of a sales training company, I still utilize those very principals of questioning Rackham taught me way back when. The key to sales is to have a process, a process within a process. Rackham adheres to this very foundation. This book is guaranteed to make you money!

Todd Natenberg, Author of the book, "I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions (www.toddnatenberg.com) and President of TBN Sales Solutions

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3.0 out of 5 stars Definitly BUY THE BOOK ..Skip the audio, Jan 21 2004
By Advanced Technical Staffing Resources (Pasadena, CA USA) - See all my reviews
(REAL NAME)   
This review is from: Spin Selling (Audio CD)
I love SPIN Selling, the book and workbook. Also Major Account Sales Strategy. When I bought the CD I was thinking I could add a tool to my audio library and have more constant exposure to the concepts. But no

This audio was worse than my grade school educational film series. The reader is dull, boring and almost put me to sleep in the car. This is GREAT material. Everyone that is considering any of the books I would heartily give them a 5 of 5 stars.

I fast forwarded through the entire first cd, hoping that I would start hearing the same "meat" I read about in SPIN. What Iheard was a lot of "pre-program" dialog.

If I could speak with Neil Rakham I would say, "Neil, this is an outstanding program. Please get a reader with more emotion".

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 		 Most recent customer reviews

4.0 out of 5 stars Great book on sales tactics, but lacks strategic content....
This was one of the better sales books I have read. It brings up a new perspective of questioning the customer. Read more
Published on May 8 2003 by Traveller

3.0 out of 5 stars Too much bashing of "other" books
There are some interesting ideas and advice in SPIN Selling. However, the author spends too much time praising his own research and bashing other sales books. Read more
Published on April 3 2003 by Sergey Guskov

5.0 out of 5 stars Absolute must read
intially the Name "Spin Selling" came across to be as some cheesy and manipulative model being taught by the author. Read more
Published on Jan 6 2003 by A. Koundinya

5.0 out of 5 stars A Book For The True Professional
A breath of fresh air. The profession of Sales is plagued with all sorts of nonsense, most of it annecdotal at best. Read more
Published on Dec 15 2002 by Carey Winters

4.0 out of 5 stars Excellent for the Technology Industry
I am sure this book's techniques could be applied to a variety of industries, however I worked in the technology field so that is where I applied it at and it worked great. Read more
Published on Oct 28 2002

5.0 out of 5 stars The best book on selling!!
I first read this book in 1990 and it helped me become my company's top producing sales rep. Since then, I started my own company, and I continue to use the concepts in SPIN... Read more
Published on May 13 2002 by Laura Pearle

5.0 out of 5 stars Best Sales Book
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... Read more
Published on May 5 2002 by Mark A. Taylor

5.0 out of 5 stars Complex Selling Both a Tactical and Strategic Endeavor
Unlike most developers of sales training, Neil Rackham methodically backs up his claims with in-depth research. Read more
Published on April 25 2002 by Serge J. Van Steenkiste

1.0 out of 5 stars The book STINKS
This book and its concepts are old and stoggy. Even worse is the seminar!
Published on April 13 2002 by 12387456

5.0 out of 5 stars spin selling
my wife and I are both salespeople-this is the first book in 30 years we agree can be used so effectively-I am giving it and the workbook to our salespeople and plan to use it- in... Read more
Published on Mar 30 2002 by walter w humes

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