Practical tools, methods, exercises and resources by neil rackham, 9780070522350, available at book. 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. 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. 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 is a sales methodology book for those who work in companies that make large b2b sales. This book was an optional text for a college level course on personal professional selling.
Everyday low prices and free delivery on eligible orders. This is the third article in a four part series on neil rackams book spin selling. Browse amazons best sellers of 2012 so far list to find the most popular products throughout the year based on sales, updated hourly. The book records how rackham and his team analysed more than 35,000 sales calls. The international bestseller that revolutionized high end selling. They challenged us to define, once and for all, the skills used by the most effective sales professionals around the world. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Aug 04, 2016 with this in mind, i wanted to improve my ability to sell. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional. I learned in the spin selling book how to structure both the user interviews. Discover book depositorys huge selection of neil rackham books online. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve.
If you ask the wrong questions at the wrong stage the interaction will often stall. Thank you for writing with your kind comments and feedback which we greatly appreciate. As you gather the information, you will require a repository to store it to ensure. Customers will only be motivated to buy something if they identify theres a need. Spin selling by neil rackham, 97800705112, available at book depository with free delivery worldwide.
If you arent spin selling, its time to start part i forbes. Online shopping from a great selection at books store. May 16, 2010 understand spin and how to use it during the sales presentation. 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. The idea is to get your customer to do most of the talking, but its still a conversation. This is the first publication of results from the largest research project ever undertaken in the selling skills area. Each step advances the customers commitment toward the final decision. Yes, there are some changes in todays sales conversation, but the spin method is actually rooted in solid foundations. Great news for indies, if your book is pod, print on demand, the book depository will list and sell your book. However, there is one book i make mandatory for eventups salespeople.
Spin selling for sales success spin selling model salesmate. An interesting book i have found useful in my sales efforts is neil rackams spin selling. The top 4 sales questions the basics of spin selling. Practical tools, methods, exercises and resources by rackham, neil june 1, 1996 paperback by neil rackham 1 jan 1703 4. Stay flexible and dont push questions at the expense of the conversational flow. Spin rselling by neil rackham, 9780566076893, available at book depository with free delivery worldwide.
Larger sales contain a number of intermediate steps that we call advances. The first thing you have to realize about spin selling by neil rackham is that its a book for selling to large accounts, written before anybody else was writing books about selling to large accounts. If your book is listed on either of these databases, the book depository will list your book. Thank you for the efficient delivery of thank you for the efficient delivery of the books. Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. The subtitle of the book describes quite well whats inside. Spin selling is based on extensive research by rackham and his company, huthwaite. Book depository books with free delivery worldwide. I cannot hope to cram 200 pages of sales wisdom into a 10 page. Spin selling explains the science behind consultative selling, or rather, presenting an offer to a potential client, based systematically on the clients painpoints, using a powerful questioning process. Yes virginia, selling to large accounts is different than selling to smaller ones. Collect facts and background data about the customers existing situation that is relevant to your products and services.
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. 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. Book depository is the worlds most international online bookstore offering over 20 million books with free delivery worldwide. Enter spin selling this book delivers where all of those other books have failed. It backed tips with original research what a thought. By closely examining over 35,000 sales calls, he shows a correlation between asking questions and the successful sale. Written by neil rackham, former president and found. Spin selling questions turn into a natural part of your dialogue once you know the premise. How to use spin selling questions to determine a need. Even for software engineers who may have no intention to sell. Why questions matter in selling a synopsis of spin selling. Spin selling situation problem implication need payoff by. And because there are times when prospects are not even aware theres a problem, the questions you ask are key. With realworld examples, informative cases and clear lessons learnt, the book develops on what turns into a successful spin strategy.
I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. Rackham does a fine job of dispelling the myth of the 1920s straw hat tactics used by the loungelizard sales forces. Published in 1988, spin selling did what very few books do today. Spin selling by neil rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation 10 second summary. How do some salespeople consistently outsell their competition. We found that these less successful people tend to do most of the talking. Spin selling an ultimate guide for achieving sales success. View the top 100 best sellers for each year, in amazon books, kindle ebooks, music, mp3 songs and video games. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. 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. Practical tools, methods, exercises, and resources 9780070522350 by rackham, neil and a great selection of similar new, used and collectible books available now at great prices.
In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling high value. One of the most intuitive books on the market for selling. 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. Learn vocabulary, terms, and more with flashcards, games, and other study tools. 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. Why questions matter in selling a synopsis of spin. Neil rackhams classic book, spin selling, is a sales howto book. Spin selling and b2b sales training 101 david shedd. List your book on the book depository aishah macgill.
Written by neil rackham, former president and founder of. Put into practice todays winning strategy for achieving success in highend sales. He has been a visiting professor at portsmouth university, cranfield school of management, and sheffield university, all in his native england, as well as at the university of cincinnati, and is a frequent lecturer at. 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. That doesnt automatically translate into sales, but at least your book can be found via a search on the book depository website. Dec 04, 2018 an essay by sarah forster from booksellers new zealand about the threat that the amazonowned book depository poses to bookstores and, ultimately, readers. I picked up the book, spin selling, by neil rackham, a couple of weeks ago with the thought that it would be a timely refresher for the formal multiday training program and associated role play that i participated in within the course framework.
Rackham went on to introduce his spin r selling method. Reading this summary in no way replaces the experience of reading one of the spin selling books. Neil rackham is an author, consultant and academic. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. Neil rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. 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. This acronym represents four different types of questions. 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. This model was first developed by neil rackham of the huthwaite organisation in his best selling book of 1978, spin selling.
So, do yourself a favor and buy one of the spin selling books personally i. In the process they disproved a number of popular myths about the selling process, and they developed a. In which amazon goes to war with new zealand bookstores. The international bestseller that revolutionized highend selling. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. The aim is for you to apply its sales strategy for achieving the best results in highend selling at least thats what stated at the back of the book. It is understood to have been designed by albert kahn and that it was originally a post office before being used as the public schools surplus equipment depository.
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. 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 by neil rackham, 9781565114203, available at book depository with free delivery worldwide. Bookscouter helps you sell textbooks and used books for the most money by comparing offers from over 35 book buyback vendors with a single search. In 1988, neil rackham and his company huthwaite, inc. Yes, there are some changes in todays sales conversation, but the spin method is actually rooted in solid foundations that are all about digging deeper. 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. Jun 01, 1996 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. The big idea of this book is to make the problem of the customer bigger by asking questions before you pitch your product so that the buyer would buy it.
The other book on selling is an oldie but goldie, never goes away. Understand spin and how to use it during the sales presentation. If you arent spin selling, its time to start part i. Free delivery worldwide on over 20 million books we use cookies to give you the best possible experience.
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. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Spin selling research 40 years ago, several major multinationals, including british airways, asked us to research how major sales are made. How to use spin selling in your sales call 2012 book archive. The spin selling framework the road to silicon valley. You can guess by the subject that field book lines up the strategy for you to put spin selling technique into practice. Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. It is this obvious but underappreciated principle that underlies a management model known by the acronym, spin. Quickly view vendors, vendor ratings, and buyback prices at any time from the convenience of your smartphone for free. If book depository preorders 20,000 copies of past tense, by lee child, and wardini books in havelock north preorders 30 copies, it doesnt take rocket science to. Spin selling teaches why traditional sales models dont work for larger sales. Discover amazons top 100 best selling products in 2012, 2011, 2010 and beyond. 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. It comes from neil rackhams bestselling book spin selling that is based on.
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