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SPIN Selling | 
 enlarge | Author: Neil Rackham
Publisher: McGraw-Hill
Category: Book
List Price: $29.95
Buy Used: $8.91
You Save: $21.04 (70%)
New (55) Used (95) Collectible (6) from $8.91
Rating:  95 reviews
Sales Rank: 2821
Media: Hardcover
Edition: 1
Pages: 197
Number Of Items: 1
Shipping Weight (lbs): 1
Dimensions (in): 9.1 x 6.2 x 0.9
ISBN: 0070511136
Dewey Decimal Number: 658.85
EAN: 9780070511132
ASIN: 0070511136
Publication Date: May 1, 1988
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Condition: no dust cover highlighting
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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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| Customer Reviews: Read 90 more reviews...
 SPIN selling is a classic August 7, 2008
T. Versteeg (Amsterdam, The Netherlands)
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
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.
 If you want to sell..... July 17, 2008
K. Ross (Phoenix, AZ)
1 out of 1 found this review helpful
...this may help. It is one of a few books to use as a resource.
How to Find the Hot Issues that Mattered Most to Your Customers February 9, 2008
c.j. Ng (Psycheselling.com) (Shanghai, China)
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.
Spin Selling Review February 7, 2008
Carlos Ekkert (Vancouver, BC)
I am account manager for an ERP Consulting company. This book really opened my eyes for the first time to the different styles of selling. Neil does an excellent job of exposing flawed selling styles and techniques in major account sales: such as using high pressure sales, using closing technigues, giving advantages and not direct benefits, and not solving problems for the client. I would highly recommend this book to anyone that is looking to learn how to do sales well; specifically in major sales.
Carlos Ekkert
http://www.majoraccountselling.blogspot.com/
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