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    SPIN Selling
    SPIN Selling
    SPIN Selling
    Audiobook (abridged)2 hours

    SPIN Selling

    Written by Neil Rackham

    Narrated by Bob Kalomeer

    4.5/5

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    About this audiobook

    How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
    LanguageEnglish
    PublisherHighbridge Company
    Release dateMay 26, 2000
    ISBN9781598872576

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    Reviews for SPIN Selling

    4.5/5

    224 ratings8 reviews

    What did you think?

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    • 5/5
      Fantastic book, very useful fo any salesperson or even customer support teams.
    • 5/5
      An excellent book every sales person should read it I highly recommend it
    • 5/5
      Very different approach to selling. Really good for high ticket sales.
    • 4/5
      It is a VERY useful book for the most part - however the first 3 or do chapters are mostly skimmable if you're trying to be better at sales. They just contextualize why upper and middle management fails to see problems right in front of them, which anyone who's in an entry level sales position already knows. I get it, upper and middle management value 1 succeess and ignore 10 failures - that's why I'm reading the damn book.
    • 5/5
      Vary good book with a lot of explanations of selling techniques and strategies.
    • 5/5
      Physycs of a wheel is an intresting thing, so i hesrd..???
    • 4/5
      Well 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.
    • 4/5
      A 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.