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SPIN Selling
written by Neil Rackham, Bob Kalomeer
Studio : Highbridge Audio
by Highbridge Audio
Publisher : Highbridge Audio
Released : 2000-06-30
Availability : Usually ships in 1-2 business days
Number of Items : 3
EAN : 9781565114203
UPC : 025024847196
Avg. Customer Rating: (based on 96 reviews)
List Price : $24.95
Our Price : $14.79
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Product Description |
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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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Best Sales Book I've Ever Read |
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I've read over 200 books on sales and marketing in my career and SPIN Selling is without question one of the best out there. No tactics, techniques or processes (those never work) like other sales books. Excellent for relationship selling. I am seeing the author Neil Rackham in one of his very rare live appearances in December of 08 (www.MoveAhead1.com) and highly recommend that everyone reading this gets tickets to see a true sales giant. |
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SPIN selling is a classic |
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Being involved in complex sales processes for years, I found the SPIN concept elegant and very effective at the same time. It is one of the best books written in the area of major sales. Absolutely a classic! |
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Spin Selling - Proven For 20 Years |
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When I first read "Spin Selling", shortly after its introduction, I found it enlightening. At the time I had been in office automation sales for 10 years and management for 5 years, and the book solidified many of my thoughts and theories on selling. Since then, I have read a lot of other selling books but none really deal with the underlying theory of selling as well as Neil Rackham's book does. Even now as I am self employed, I still re-read the book occationally to brush up. For those who feel that the author hasn't the field expereince to be credible, obviously they have never coached or mentored someone in complex sales. And for those reviewers who blame Kodak's current lack of succsess to SPIN, they might find it shocking that Microsoft uses SPIN too. |
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If you want to sell..... |
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...this may help. It is one of a few books to use as a resource. |
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How to Find the Hot Issues that Mattered Most to Your Customers |
If Solution Selling: Creating Buyers in Difficult Selling Markets is the comprehensive guide to selling intangible, complex solutions, then SPIN Selling is the comprehensive guide to asking customers questions to find our what mattered to them most.
SPIN Selling is definitely NOT the first book that guides sales people in the art of asking questions, but it's definitely the one that puts it in the most elegant way.
That said, it will be a mistake to assume that SPIN Selling is the cure-all for asking customers. The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! will be a good companion to better understand the human psyche. |
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