Understand spin and how to use it during the sales presentation. Spin selling by neil rackham audio book simply audiobooks. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite. Start a free 30day trial today and get your first audiobook free. Each step advances the customers commitment toward the final decision. 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. Developed from twelve years of research into 35,000 sales calls, spin situation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. 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. If you arent spin selling, its time to start part i forbes. The spin model 91 how to use spin questions 94 giving benefits in major sales features and benefits. 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. He ran the largest study on the subject ever done so far, counting with more than 30 researchers who studied 35,000 sales leads in more than 20 countries. Spin selling is a sales methodology book for those who work in companies that make large b2b sales.
Spin selling audiobook by neil rackham rakuten kobo. 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. Spin selling spin selling audiobook, by neil rackham. However, there is one book i make mandatory for eventups salespeople.
The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve. In the process they disproved a number of popular myths about the selling process, and they developed a. If the value of your product or service is small, you can carry on i have spent many unnecessary minutes on books written on a blemished premise. Collect facts and background data about the customers existing situation that is relevant to your products and services.
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. Larger sales contain a number of intermediate steps that we call advances. May 16, 2010 understand spin and how to use it during the sales presentation. Spin selling by neil rackham author bob kalomeer narrator.
Mar 01, 2015 spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. Spin selling the large sale neil rackham written by neil rackham format. Truthfully spin marketing can help you offer in any type of sort of atmosphere b2b, b2c, also c2c. Why do closing techniques work in small sales but fail in larger ones. Oct 09, 2017 spin selling summary practice makes perfection. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. To develop the spin methodology, neil created a scientific research that looked at and measured the behaviors of sellers and buyers. Sales behavior and sales success spin selling audio book. With 114 million audiobooks loaned out last year, looks like sales arent the only sign of the growth of the audiobook industry. Spin selling situation problem implication need payoff by. With wit and authority, neil rackham explains why traditional sales models dont work for large sales. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988.
The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Youll learn why traditional sales methods are limited while exploring the benefits of the spin strategy when approaching small and large sales opportunities. Reading this summary in no way replaces the experience of reading one of the spin selling books. Spin selling sales training and courses spin selling. Spin selling written by tyna from rotonda west, fl on may 31st, 2005. Spin selling at huthwaite international world class organisations require their sales people to be well prepared, intune with customer needs, persuasive, behaviourally subtle, and capable of moving a conversation towards a positive customer commitment. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional.
Zora neale hurston their eyes were watching god audiobook. Selling conversations is a researchbased, advanced questioning program that combines spin sellings proven methodology with todays bestpractices in b2b selling. Jun 26, 2017 condensed books has brought to you this first video in selling. Condensed books has brought to you this first video in selling. Unquestionably the bestdocumented account selection from spin selling audio book video. Situation problem implication needpayoff audible audio edition. If youre in salesor if you manage a sales forceyou need the spin strategy. 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. While these questions are easy to ask, they bring little value to the buyer and can certainly aggravate him if too many of these questions are. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. Selection from spin selling audio book video get spin selling audio book now with oreilly online learning oreilly members experience live online training, plus books, videos, and. Neil rackham is an author, consultant and academic.
The objectives and value of the spin questions situation questions. Spin selling by neil rackham on free audio book download. Listen to spin selling by neil rackham available from rakuten kobo. Rackham went on to introduce his spin selling method, where spin describes the whole selling process situation questions, problem questions, implication questions, needpayoff questions. Now these revolutionary, easytoapply methods can be yours. Spin selling by neil rackham overdrive rakuten overdrive. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. The international bestseller that revolutionized highend selling. Well, it turns out, there is a huge difference between selling lowcost and highcost items. Instead of figuring out how to get there, you scrap the printed maps, guesstimates, and wrong turns. In this case, the path is turning a prospect into a customer. Apr 18, 2017 spin selling teaches us the same lesson as a gps. This is a should read for any kind of sales professional seeking to enhance their ability. Spin selling audiobook by neil rackham 9781598872576.
Developed from research studies of 35,000 sales calls. Spin selling training provides you with the questions and skills to uncover buyer needs and overcome hesitations and objections, which results in an outcome thats better for. Spin selling by neil rackham audiobook highbridge audio. I had a very hard time listening to this audiobook. Rackham is the author of more than 50 articles and several books. How do some salespeople consistently outsell their competition. Go into spin offering this book supplies where every one of those various other publications have stopped working. Written by neil rackham, audiobook narrated by eli woods. 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. Selling conversations is a researchbased, advanced questioning program that combines spin selling s proven methodology with todays bestpractices in b2b selling.
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. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. Spin selling page 4 of 12 advances are those times, either in a call or after it, which moves the sale forward toward a decision. In contrast, spin selling uses data from thousands of calls, and sifts through them to determine if closing techniques, and situational openers, etc, actually work. 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.
With an overdrive account, you can save your favorite libraries for ataglance information about availability. Developed from twelve years of research into 35000 sales calls, spinsituation, problem, implication. There are five videos from the book spin selling to help you form a holistic view of sales process. Signin to download and listen to this audiobook today. Everyday low prices and free delivery on eligible orders. In 1988, neil rackham and his company huthwaite, inc.
Oreilly spin selling audio book 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. Robert kalomeer the bestvalidated sales method available today. If you arent spin selling, its time to start part i. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. As we mentioned in our short highlight of audiobook history, audiobook sales have been growing in the double digits.