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SPIN Selling | 
 enlarge | Author: Neil Rackham
Publisher: McGraw-Hill
Category: Book
List Price: $29.95
Buy Used: $2.99
You Save: $26.96 (90%)
New (70) Used (137) Collectible (5) from $2.99
Rating:  97 reviews
Sales Rank: 7588
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
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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 92 more reviews...
 Provides a template for closing bigger sales November 17, 2008
Sandy Schussel
1 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)
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.
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