Published in 1988, spin selling did what very few books do today. Jun 18, 2017 spin selling by neil rackham explained. Reading this summary in no way replaces the experience of reading one of the spin selling books. Spin selling audiobook audio cdabridged 3d multimedia cd 2001. Spin selling by neil rackham audio book simply audiobooks.
Become a sales master with 4 easy questions spin selling. May 18, 2017 published in 1988, spin selling did what very few books do today. Spin selling spin selling audiobook, by neil rackham. Start a free 30day trial today and get your first audiobook free. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right. We closely follow the changes that the sales industry has undergone in recent decades. Spin selling audiobook by neil rackham rakuten kobo. Buy spin selling by neil rackham online at alibris. Rackhams research led to a number of publications, with spin selling released in 1988. Spin selling has since gone on to be recognised as one of new york times business bestsellers. Oct 09, 2017 spin selling by author neil rackham is a method that helps you ask the right questions when it comes to selling. Spin selling by neil rackham audiobook highbridge audio.
With wit and authority, neil rackham explains why traditional sales models dont work for large sales. That was until 1988 when neil rackham published spin selling. Truthfully spin marketing can help you offer in any type of sort of atmosphere b2b, b2c, also c2c. See all formats and editions hide other formats and editions. The whole purpose of their research which lasted for a good number of years was to discover what certain behaviors on the salesmans part helped in creating a successful purchase in the majoraccount sale, in which the item for sale was usually. It backed tips with original research what a thought. Developed from twelve years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite. Listen to spin selling by neil rackham available from rakuten kobo.
Spin selling audiobook by neil rackham 9781598872576. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. Why do closing techniques work in small sales but fail in larger ones. Why do techniques like closing work in small sales but fail in larger ones. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year. Spin selling abbreviated to situation, problem, implication, need used research from the previous 12 years, focusing on how other businesses could use the method.
Rackham went on to introduce his spinselling method. Neil rackham spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sa. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. Developed from twelve years of research into 35000 sales calls, spinsituation, problem, implication. The classic ways to demonstrate capability the relative impacts of features, advantages, and benefits 106 selling new products 111 demonstrating capability effectively 115 preventing objections 117 features and price concerns 119. Spin selling neil rackham book summary by nikita shevchenko spin selling is the result of twelve years of research and 35,000 telephone sales, which has evolved into a coherent and practically applicable sales strategy that guarantees a stubborn seller success. Is a sale which can normally be completed in a single call and which involves a low dollar value in selling consumer goods product knowledge makes all the difference. From the observations of more than 35,000 sales calls carried out be experienced professional sales experts, it became clear that the quality of questions. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling highvalue product and services. 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.
In theory, selling is simple, but in an increasingly competitive market and with consumers becoming more informed, adopting a sales methodology can be a differential. If you arent spin selling, its time to start part i. Selling new products 111 demonstrating capability effectively 115 preventing objections 117 features and price concerns 119 advantages and objections 124 benefits and supportapproval 3. Neil rackham writes a book that summarizes the groundshaking discoveries of his company, huthwaite. But in large sales it can prevent success because the customer wont see enough value to justify so large a decision. The spin model 91 how to use spin questions 94 giving benefits in major sales features and benefits. With wit and authority, neil rackham explains why traditional. Developed from 12 years of research into 35,000 sales calls, spin situation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Situation problem implication needpayoff audible audio. When i worked in sales, i remember that my coach always said.
Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year, the international bestseller that. Spin selling by neil rackham read full summary now. Spin selling has 3 available editions to buy at half price books marketplace. How do some salespeople consistently outsell their competition. The spin selling method is one of if not the best sales. Rackham and his team at huthwaite corporation analyzed 35,000 sales calls. Spin selling by neil rackham on free audio book download. The international bestseller that revolutionized highend selling. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. The international best seller that revolutionized highend selling.
The bestvalidated sales method available today spin selling by neil rackham spin selling 1988 distills the authors 12 years of research and 35,000 sales calls into a coherent and applicable sales strategy that is guaranteed to bring success to any diligent salesperson. This is a should read for any kind of sales professional seeking to enhance their ability. Spin selling by neil rackham overdrive rakuten overdrive. Spin selling by neil rackham audiobook try our site with free audio books. In theory, selling is simple, but in an increasingly competitive market and with consumers becoming more informed, adopting a sales methodology can be a differential spin selling by author neil rackham is a method that helps you ask the right questions when it. Unquestionably the bestdocumented account selection from spin selling audio book video. Developed from 12 years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. In the book he outlines what questions to ask when to move prospects all the way through the buying process. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year, one million dollar research into. Spin selling delivered the results of a huge 12 year study relating to how large sales. If you ask the wrong questions at the wrong stage the interaction will often stall. Buy spin selling book online at low prices in india spin. Find all the books, read about the author, and more.
So, do yourself a favor and buy one of the spin selling books personally i. The spin research uncovered that top salespeople tended to introduce solutions, products. Written by neil rackham, audiobook narrated by eli woods. Now these revolutionary, easytoapply methods can be yours. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Three of his books have been on the new york times best seller list and his works have been translated into over 50 languages. Spin selling by author neil rackham is a method that helps you ask the right questions when it comes to selling. The whole purpose of their research which lasted for a good number of years was to discover what certain behaviors on the salesmans part helped in creating a successful purchase in the majoraccount sale, in which the item for sale was usually expensive and requires a long aftersales. Signin to download and listen to this audiobook today. Small sales selling techniques the traditional selling techniques that most of us have been trained to use work best in small sales a sale which can normally be completed in a single call and which. About author neil rackham is a speaker and writer on sales and marketing. Having the training behind me and having used spin selling. How can salespeople dramatically increase their sales volume from major accounts.
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