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Spin Selling | 
 enlarge | Author: Neil Rackham
Publisher: Highbridge Audio
Category: Book
List Price: $16.95
Buy New: $5.95
You Save: $11.00 (65%)
New (8) Used (5) from $4.98
Rating:  98 reviews
Sales Rank: 795913
Format: Abridged, Audiobook
Media: Audio Cassette
Edition: Abridged
Number Of Items: 2
Shipping Weight (lbs): 0.3
Dimensions (in): 7.1 x 4.5 x 0.9
ISBN: 1565112601
Dewey Decimal Number: 658.85
EAN: 9781565112605
ASIN: 1565112601
Publication Date: August 1, 1998
Availability: Usually ships in 1-2 business days
Condition: New - Brand New -
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Product 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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| Customer Reviews: Read 93 more reviews...
 SPIN Selling December 14, 2008
Jeff Okun (Boston, MA USA)
0 out of 1 found this review helpful
This book is relevant for all b2b sales professionals who sell offerings requiring long selling cycles and multiple customer interactions.
Provides a template for closing bigger sales November 17, 2008
Sandy Schussel
0 out of 1 found this review helpful
As a sales and marketing trainer and coach for professionals, I discovered Neil Rackham's book while looking for a simple way of explaining the techniques that distinguish larger, more complicated sales from small quick sales.
This book provided exactly what I was looking for. SPIN is an easy way to remember to ask more questions--and more meaningful questions--and the discussion of how to raise the level of need from "implicit" to "explicit" and then sell to the "explicit" need was a brilliant way of explaining what the best professionals I've worked with have learned to do.
In my own book,The High Diving Board: How to Overcome Your Fears and Live Your Dreams, I used a simple 10-step template like this to help people overcome the fears that keep them from doing what they need to do to be successful.
Rackham supports his template with hard research, but anyone who watches top professionals sell their services can instantly recognize the accuracy of what he presents.
Best Sales Book I've Ever Read September 11, 2008
Larry Bailin (New Jersey)
1 out of 1 found this review helpful
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.
SPIN selling is a classic August 7, 2008
T. Versteeg (Amsterdam, The Netherlands)
0 out of 1 found this review helpful
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!
Spin Selling - Proven For 20 Years July 18, 2008
A. Blain
0 out of 1 found this review helpful
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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