SPIN Selling

  • by Neil Rackham
  • Narrated by Eli Woods
  • 6 hrs and 12 mins
  • Unabridged Audiobook

Publisher's Summary

The international best seller that revolutionized high-end selling!
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential listening 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, one 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, listeners will be able to dramatically increase their sales volume from major accounts.

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Customer Reviews

Most Helpful

I'm new to sales and found this to be a great star

Coming from a science background, I really appreciate the attention to proof and measurement that the author takes. Because of this emphasis on statistics, I am confident that this isn't just one successful salesperson's attempt to convey their own techniques. This book isn't about how to be charming or charismatic, let alone deceptive, but rather it's about what questions to ask the prospect and when, so they're naturally led to understand their needs, verbalize them, and make explicit connections about how your product is going to improve their lives. These realizations apparently give the greatest strength to your sales method. This book is going to be the basis for my sales calls as I move forward in selling my business.
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- Hundley

Excellent intro to complex sales, not simple sales

I'm not a sales professional. I like the book because it was a good introduction. The book is about what makes successful "complex" sales, which involve multiple interactions between the buyer and the seller before a sale is made (like a new mainframe computer). Contrast this to simple sales, which involve only a single transaction (like a book).

Based on real research.

Very credible.
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- R. Smith

Book Details

  • Release Date: 01-23-2014
  • Publisher: McGraw-Hill Education