Everything in this animated book summary is directly pure value from neil rackhams book spin selling. 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. The big idea of this book is to make the problem of the customer bigger by. Dont worry, if you cancel within the trial period you wont be charged. Spin selling by author neil rackham is a method that helps you ask the right questions when it comes to selling. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Neil rackham audio books, best sellers, author bio. Enter spin selling this book delivers where all of those other books have failed. Spin selling by neil rackham read full summary now.
Buy a cheap copy of spin selling book by neil rackham. Highbridge audio is a division of recorded books, inc. Book club genres all book club genres sorting by best selling this month book lists. So what makes it different from the more than sales books already published. Novels, history, scifi, business, fantasy, bestesellers, business, fictions audiobook download. It is the first book in the spin trilogy, with axis the second published in 2007 and vortex published in july 2011. Spin selling and millions of other books are available for instant access. Spin selling spin selling audiobook, by neil rackham. In the book he outlines what questions to ask when to move prospects all the way through the buying process. Listen to your favorite audio books online absolutely free. This acronym represents four different types of questions. Oct 09, 2017 this book is essential if you sell to businesses or sell high valueadded products, the famous complex sales and want to learn how to ask better. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. 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.
Listen to 150,000 of best sellers and new releases on your iphone, ipad, or android. Put into practice todays winning strategy for achieving success in highend sales. Paused youre listening to a sample of the audible audio edition. Unquestionably the bestdocumented account selection from spin selling audio book video. Apr 03, 2019 in this video, we cover the spin selling book and sales method. Everyday low prices and free delivery on eligible orders. Why do closing techniques work in small sales but fail in larger ones. Neil rackhams classic book, spin selling, is a sales howto book. This is yet another book about how to sell more successfully. Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Browse neil rackhams bestselling audiobooks and newest titles. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. A clearance that will get you in front of a higher level of. With wit and authority, neil rackham explains why traditional.
I hope you enjoy, if you do, join the club of wisdom. Neil rackham is an author, consultant and academic. Get this book free when you sign up for a 30day trial. 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. This is the third article in a four part series on neil rackams book spin selling.
Then you can start reading kindle books on your smartphone, tablet, or computer. Situation problem implication needpayoff audible audiobook unabridged. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. 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. There are five videos from the book spin selling to help you form a. How do some salespeople consistently outsell their competition. Choose your countrys store to see books available for purchase. I had a very hard time listening to this audiobook.
This book is essential if you sell to businesses or sell high valueadded products. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. This is the first publication of results from the largest research project ever undertaken in the selling skills area. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary method into action immediately. Youll learn why traditional sales methods are limited while exploring the benefits of the spin strategy when approaching small and large sales opportunities. Signin to download and listen to this audiobook today. Larger sales contain a number of intermediate steps that we call advances. The inside story of spin, scandal, and the selling of. 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.
With bitesize text and audio, its easier than ever to find the right ideas to transform your life. With wit and authority, neil rackham explains why traditional sales models dont work for large sales. Become a sales master with 4 easy questions spin selling. 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. The spin selling fieldbook practical tools methods exercises and resources book summary. In this book is a strong format of exactly how you should structure your sales telephone calls, and also not only that, however data to back up their claims as well as instances to on how to lead. It was at the university of sheffield, england, that he began his research into sales effectiveness that resulted in spin. Rackham went on to introduce his spin selling method, where spin describes the pdf whole selling process situation questions, problem questions, implication questions, needpayoff questions. Condensed books has brought to you this first video in selling. Spin selling by neil rackham on free audio book download. He locates an old man dying that offers him his signet ring and informs him to take fabritiuss paint. 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. Start a free 30day trial today and get your first audiobook free. Truthfully spin marketing can help you offer in any type of sort of atmosphere b2b, b2c, also c2c.
Listen to spin selling by neil rackham available from rakuten kobo. Then you can start reading kindle books on your smartphone, tablet, or computer no kindle device required. The inside story of spin, scandal, and the selling of the iraq war audiobook by david corn, michael isikoff. Spin selling situation problem implication need payoff by.
Spin selling written by tyna from rotonda west, fl on may 31st, 2005. Instead of figuring out how to get there, you scrap the printed maps, guesstimates, and wrong turns. If you ask the wrong questions at the wrong stage the interaction will often stall. Apr 18, 2017 spin selling teaches us the same lesson as a gps. Spin selling provides you with a set of simple and practical techniques which have been tried in many of todays leading companies with dramatic. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary.
By closely examining over 35,000 sales calls, he shows a correlation between asking questions and the successful sale. 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. The spin strategy situation questions 67 problem questions 69 implication questions 73. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. It was published in 2005 and won the hugo award for best novel in 2006. But before we get there, there are some important ground rules. 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. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right. If youre in salesor if you manage a sales forceyou need the spin strategy.
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. Get 2 audiobooks free, 2 books a month, plus access to more than 700,000 podcasts. I cannot hope to cram 200 pages of sales wisdom into a 10 page. In this book is a solid layout of how you should structure your sales calls, and not only that, but data to back up their claims and examples to on how to lead. So, do yourself a favor and buy one of the spin selling books. With these two books you will have everything you need to sell in a corporate environment. 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. My team at huthwaite analyzed more than 35,000 sales calls, over a period of 12 years, to provide the hard facts on successful selling that youll read here. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. Spin selling the large sale neil rackham written by neil rackham format. Spin situation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Enter your mobile number or email address below and well send you a link to download the free kindle app. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, hands on field book that provides the practical tools you need to put this revolutionary.
Written by patricia cornwell, audiobook narrated by. Each step advances the customers commitment toward the final decision. This is a must read for any sales professional looking to improve their skill sets. Spin selling by neil rackham audio book simply audiobooks. Start your free blinkist trial to get unlimited access to key ideas from spin selling and over 3,000 other nonfiction titles. Stream and download audiobooks to your computer, tablet or mobile phone. Buy spin selling by neil rackham online at alibris. Every time, using spin selling properly means whittling your pitch to exactly what they need. 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 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. We, of course, are talking about the spin selling book by neil rackham. Go into spin offering this book supplies where every one of those various other publications have stopped working. When i worked in sales, i remember that my coach always said. The spin selling method is one of if not the best sales.
Spin selling by neil rackham audiobook highbridge audio. Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. Spin is a science fiction novel by americancanadian writer robert charles wilson. Asking yourself better will help you hear your customer better and thus sell more. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Honestly spin selling can help you sell in any sort of environment b2b, b2c, even c2c. Now these revolutionary, easytoapply methods can be yours. Best sales book for consultative selling i have ever read. Online shopping from a great selection at books store. Spin selling will teach you a process designed to help you successfully sell highvalue products and services to business buyers. Reading this summary in no way replaces the experience of reading one of the spin selling books. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides put into practice todays winning strategy for achieving.
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