SPIN Selling
By Neil Rackham
3.5/5
()
About this ebook
The international bestseller that revolutionized high-end selling!
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. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-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, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
Read more from Neil Rackham
Insight Selling: Surprising Research on What Sales Winners Do Differently Rating: 5 out of 5 stars5/5Major Account Sales Strategy (PB) Rating: 3 out of 5 stars3/5Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value Rating: 3 out of 5 stars3/5
Related to SPIN Selling
Related ebooks
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Rating: 5 out of 5 stars5/5CustomerCentric Selling, Second Edition Rating: 4 out of 5 stars4/5Inbound Selling: How to Change the Way You Sell to Match How People Buy Rating: 0 out of 5 stars0 ratingsThe New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell Rating: 5 out of 5 stars5/5Socratic Selling Rating: 5 out of 5 stars5/5Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e Rating: 0 out of 5 stars0 ratingsHope Is Not a Strategy: The 6 Keys to Winning the Complex Sale: The 6 Keys to Winning the Complex Sale Rating: 4 out of 5 stars4/5Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Rating: 4 out of 5 stars4/5Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls Rating: 5 out of 5 stars5/5Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Rating: 3 out of 5 stars3/5Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions Rating: 5 out of 5 stars5/5Target Opportunity Selling: Top Sales Performers Reveal What Really Works Rating: 0 out of 5 stars0 ratingsValue-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price Rating: 0 out of 5 stars0 ratingsThe SaaS Sales Method for Account Executives: How to Win Customers: Sales Blueprints, #5 Rating: 0 out of 5 stars0 ratingsSOAR Selling (PB) Rating: 0 out of 5 stars0 ratingsDon't Keep Me A Secret: Proven Tactics to Get Referrals and Introductions Rating: 4 out of 5 stars4/5Lean Selling: Slash Your Sales Cycle and Drive Profitable, Predictable Revenue Growth by Giving Buyers What They Really Want Rating: 0 out of 5 stars0 ratingsObjections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Rating: 5 out of 5 stars5/5New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Rating: 4 out of 5 stars4/5Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling Rating: 4 out of 5 stars4/5Emotional Intelligence for Sales Success: Connect with Customers and Get Results Rating: 4 out of 5 stars4/5Mastering the Complex Sale: How to Compete and Win When the Stakes are High! Rating: 3 out of 5 stars3/5The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon | Conversation Starters Rating: 5 out of 5 stars5/5
Sales & Selling For You
You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation Rating: 4 out of 5 stars4/5Exactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5Building a StoryBrand: Clarify Your Message So Customers Will Listen Rating: 4 out of 5 stars4/5Summary of You Are a Badass by Jen Sincero Rating: 5 out of 5 stars5/5Ninja Selling: Subtle Skills. Big Results. Rating: 4 out of 5 stars4/5Summary of Timothy Ferriss' book: The 4-Hour Workweek: More time, more money, more life: Summary Rating: 5 out of 5 stars5/5Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business Rating: 5 out of 5 stars5/5The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 4 out of 5 stars4/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 4 out of 5 stars4/5The New Model of Selling: Selling to an Unsellable Generation Rating: 5 out of 5 stars5/5Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 4 out of 5 stars4/5The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom Rating: 5 out of 5 stars5/5Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar Rating: 0 out of 5 stars0 ratingsObjections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Rating: 5 out of 5 stars5/5The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections Rating: 0 out of 5 stars0 ratingsThe Ultimate Sales Machine (Review and Analysis of Holmes' Book) Rating: 4 out of 5 stars4/5DotCom Secrets (Review and Analysis of Brunson's Book) Rating: 4 out of 5 stars4/5Ziglar on Selling: The Ultimate Handbook for the Complete Sales Professional Rating: 4 out of 5 stars4/5What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level Rating: 4 out of 5 stars4/5Your First Government Contract: Capture and Proposal Writing Rating: 0 out of 5 stars0 ratingsThe Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea When Everyone is Lying to You Rating: 5 out of 5 stars5/5The Best Story Wins: How to Leverage Hollywood Storytelling in Business & Beyond Rating: 5 out of 5 stars5/5
Related categories
Reviews for SPIN Selling
62 ratings4 reviews
- Rating: 5 out of 5 stars5/5It changed the game - to a modern reader it feels a bit old fashioned but the foundation is still better than what's taught in the field almost 40 years later. Honestly, I'm ashamed of my peers given how long this infos been out for, there's no excuse at this point.
I should point out that the scribd software is flawed for this book - the last 20% is a workbook and an appendix, not the book itself. So you'll finish the book without "finishing the book". - Rating: 4 out of 5 stars4/5A great book on Sales. Really enjoyed the insight on "Implied Need" & "Explicit Need. A methodical approach. I thought this book was a breath of fresh air compared to other books on selling. I highly recommend.
- Rating: 4 out of 5 stars4/5Well written and to the point, but unfortunately still felt like a homework:( Very theoretical first half, but quite enjoyable second half of the book, including the tips on how to put the SPIN theory into practice.
- Rating: 3 out of 5 stars3/5This book is missing page 30, great book for SaaS sales