Since the covid19 pandemic struck, weve seen a number of expert opinions that suggest that live music isnt happening for quite a while. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. Uncommonly good collectible and rare books from uncommonly good booksellers. Shop thousands of bestsellers, new releases, and classic titles, all in one place. Each step advances the customers commitment toward the final decision. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Aug 04, 2016 with this in mind, i wanted to improve my ability to sell.
This acronym represents four different types of questions. With wit and authority, neil rackham explains why traditional. Everyday low prices and free delivery on eligible orders. 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. Practical tools, methods, exercises and resources by rackham, neil june 1, 1996 paperback by neil rackham 1 jan 1703 4. Buy a discounted audible edition of spin selling audio cd from australias leading online bookstore. This book was an optional text for a college level course on personal professional selling. 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. 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. Audio cd verified purchase spin selling is the best book out there to help you become better at selling. Selling shows why major sales require a new and different set of skills from.
Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. If you could not listen to the whole cd at one time, you can not pick up where you left off or skip to desired tracks. Reading this summary in no way replaces the experience of reading one of the spin selling books. An exlibrary book and may have standard library stamps andor stickers. No only that, you also can read or download other free book. Buy spin selling by neil rackham online at alibris. If you arent spin selling, its time to start part i. In the process they disproved a number of popular myths about the selling process, and they developed a. Buy the hardcover book spin selling by neil rackham at indigo. How do some salespeople consistently outsell their competition. Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. Spin selling based on the largest research project ever undertaken in the field over 35000 sales calls over 12 yearss.
Already of fan of cd reiss, spin took things to another level for me. May 16, 2010 understand spin and how to use it during the sales presentation. 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. I am in direct, inhome consumer sales and this book has helped me refocus my questioning technique to a finer art. Online read spin selling and download spin selling for free. Spin selling based on the largest research project ever undertaken in the fieldover 35000 sales calls over 12 yearss. Spin selling abridged edition rackham, neil on amazon.
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. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Now these revolutionary, easytoapply methods can be yours. Spin selling situation problem implication need payoff by. Spin cds cds, dvds, vinyl, box sets, bluray and merchandise.
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. I cannot hope to cram 200 pages of sales wisdom into a 10. These cds offer new at least to someone with very little sales experience like myself ideas for each stage of the selling process. Unless you have something they consider rare, the only way to find out is to type in the upc and check for yourself.
Spin selling book by neil rackham 3 available editions. Spin selling englisch audiocd gekurzte ausgabe, horbuch. 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. Jan 06, 2017 spin selling was written by neil rackham in 1987 and is still my favorite sales book. Spin selling written by tyna from rotonda west, fl on may 31st, 2005. 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.
By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. You can also guess that, for you to reap the maximum. How to sell like a professional, even if you think you are one. Spin selling by neil rackham audio book simply audiobooks. If the value of your product or service is small, you can carry on i have spent many unnecessary minutes. Rackham does a fine job of dispelling the myth of the 1920s straw hat tactics used by the loungelizard sales forces. 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. Put into practice todays winning strategy for achieving success in highend sales. Discover the latest tips on collection development plus publishing news. Most recently, he revised and updated his first book in the action selling book series.
Developed from twelve years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use. Spin selling by neil rackham audio book simply audiobooks download or stream spin selling by neil rackham. 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. This is the first publication of results from the largest research project ever undertaken in the selling skills area. Why do closing techniques work in small sales but fail in larger ones. I dont usually like multiple narrators maybe because of librivox with a different narrator per. Booktopia has spin selling audio book by neil rackham. Inspire a love of reading with prime book box for kids discover delightful childrens books with prime book box, a subscription that delivers new books every 1. Free read new releases spin selling audiobookaudio cd abridged 3d free. Hot, suspenseful, erotic, hilarious, you name it, this book had it all in spades. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet.
Spin selling spin selling audiobook, by neil rackham. In 1988, neil rackham and his company huthwaite, inc. Larger sales contain a number of intermediate steps that we. Spin selling by neil rackham on free audio book download. In my role as a tech evangelist, i dont actually have anything to sell in exchange for currency, but instead, i am always selling my brand. The book is set in 1946 and is an epistolary novel, composed of letters written from one character to another.
According to a new poll taken by reuters, that also. Rackham went on to introduce his spinselling method, where spin describes the whole selling process situation questions, problem questions, implication questions, needpayoff questions. Rackham went on to introduce his spin selling method, where spin describes the whole selling process situation questions, problem questions, implication questions, needpayoff questions. However, there is one book i make mandatory for eventups salespeople. Spin selling was written by neil rackham in 1987 and is still my favorite sales book. Check out our wide selection of cycling music, and keep that heart racing as you achieve your fitness goals. Bot provides bestselling and awardwinning audiobooks for adults and children to library and school marketplaces. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. I cannot hope to cram 200 pages of sales wisdom into a 10 page. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite. Based on the largest research project ever undertaken in the fieldover 35,000 sales calls over 12 years s. Neil rackhams classic book, spin selling, is a sales howto book. The real story behind the investigation of iraq, and the basis for the msnbc documentary of the same name hosted by rachel maddow filled with newsmaking revelations that made it a new.
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 closely examining over 35,000 sales calls, he shows a correlation between asking questions and the successful sale. Whether its an old boxset of friends or a cd you dont listen to. I give this one a well deserved 5stars across the board. Spin selling by neil rackham, bob kalomeer, audio cd barnes. Get 50% off this audiobook at the audiobooksnow online audio book store and download or. The research was compiled over 12 years and 35,000. Online shopping from a great selection at books store. However, formatting rules can vary widely between applications and fields of interest or study. Spin selling by neil rackham audiobook highbridge audio. If you arent spin selling, its time to start part i forbes.
Enter spin selling this book delivers where all of those other books have failed. The spin selling fieldbook practical tools methods exercises and resources book summary. Jun 16, 2019 how to use spin selling to sell duration. Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. In a twopart series, im going to a distill the lessons from spin that stand the test of. Its the method being used by onehalf of all fortune 500. Larger sales contain a number of intermediate steps that we call advances. I had a very hard time listening to this audiobook.
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