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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I'm new to sales and found this to be a great star
- Hundley "helloworld"
Excellent Content With Solid Research - Lacking in
Spin is an evidence based approach to selling, similar to "Challenger Sale" by Mathew Dixon. Most modern day sales books refer to spin selling so I thought it should be a must in my sales arsenal. The content is geared for the complex B to B sale of a high dollar amount. The authors talk about the fact that high priced and complex sales must be treated differently from those of low priced simple sales. The reason for the performance rating of two and one star off for my overall rating is that the reader (I believe the author) was much to quiet during the dictation. It is the only audiobook in my collection of about 25 that I had to have the volume up all the way and still had trouble hearing it.
Very well thought out content that has evidence behind every point made. In addition, the author did a great job telling case studies and real situations to exemplify the concepts in the book. He hit on many misconceptions that we have in the sales profession, such as, the close is the most important part of the sale, and that if a sales person is weak, they should work on their closing skills.
Difficult to hear. I loved the content but I had such a hard time with the volume.
The spin method, when put together was compelling.
A must read sales book for any professional, sales or not. I personally sell personal training to customers at prices between $300 and $1500. I felt that this book helped me identify my product as being just in between a simple sale and a complex sale. Thus, I feel that I can use several concepts in this book as part of my hybrid sales model. Don't overlook this book if you are in B to C sales, or network marketing, or small dollar amount sales. Despite it being geared toward the complex B to B high dollar sale, it teaches countless enduring truths about all types of sales.
- R. Lewis "Exercise Scientist"