Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite. Neil rackham reveals the changing face of selling and updates spin published on june 16, 2016 june 16, 2016 103 likes 14 comments. 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. Spinselling by neil rackham management books at the works. There are plenty of opinions on how to sell, but a real shortage of lx. The international bestseller that revolutionized highend selling. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created.
The international bestseller that revolutionized highend 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. Why do closing techniques work in small sales but fail in larger ones. Developed from twelve years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Spin selling by neil rackham read full summary now. 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. How do some salespeople consistently outsell their competition. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally.
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. Aug 26, 2012 whats happened is marketing is that its not standing up too well to the harder times and there are a lot of marketing people out there just looking for opportunity, says neil rackham, author. If you arent spin selling, its time to start part i forbes. Aug 04, 2016 with this in mind, i wanted to improve my ability to sell. Spin selling by neil rackham on free audio book download. Shows some signs of wear, and may have some markings on the inside. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. The sales profession certainly has no shortage of literature detailing various techniques, tips and strategies for becoming a great or at least competent sales professional. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Based on noah kagans recommendation on his interview with tim ferriss, i just finished reading spin selling by neil rackham, and i really liked it. Rackham went on to introduce his spin r selling method. Situation problem implication needpayoff audible audiobook. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill.
In selling consumer goods product knowledge makes all the difference. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. About author neil rackham is a speaker and writer on sales and marketing. Neil rackham is an author, consultant and academic. Jun 16, 2016 neil rackham reveals the changing face of selling and updates spin published on june 16, 2016 june 16, 2016 103 likes 14 comments. With wit and authority, neil rackham explains why traditional sales models dont work for large sales. Spin selling the large sale neil rackham written by neil rackham format. Jan, 2009 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.
Now these revolutionary, easytoapply methods can be yours. But in large sales it can prevent success continue reading spin selling by neil rackham. Rackham is also widely recognized as a highly original and creative trainer and communicator. Neil rackham regrettably, currently we do not possess specifics of your designer neil rackham. Yes virginia, selling to large accounts is different than selling to smaller ones. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve. Spin selling spin selling audiobook, by neil rackham. Neil rackham, author of spin sellling, on combining sales.
Buy a discounted audible edition of spin selling audio cd from australias leading online bookstore. However, there is one book i make mandatory for eventups salespeople. I was afraid it would be a clichefilled business book, and i was pleasantly surprised by the thoughtfulness and scientific approach of the authors. Neil rackham spin selling chapter 2 obtaining commitment closing the sale duration. Listen to spin selling by neil rackham available from rakuten kobo. He is author of over 50 influential articles on marketing, selling and channel strategy. Neil rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Spin selling by neil rackham audiobook highbridge audio. Rackham went on to introduce his spin selling method. He has been a visiting professor at portsmouth university, cranfield school of management, and sheffield university, all in his native england, as well as at the university of cincinnati, and is a frequent lecturer at. Booktopia has spin selling audiobook by neil rackham. The first thing you have to realize about spin selling by neil rackham is that its a book for selling to large accounts, written before anybody else was writing books about selling to large accounts. Spin selling audiobook audio cdabridged 3d neil author.
Rackhams research led to a number of publications, with spin selling released in 1988. Written by neil rackham, audiobook narrated by eli woods. Spin selling audiobook by neil rackham 9781598872576. Buy spinselling by neil rackham online from the works. However, we will value for those who have virtually any information regarding this, and so are prepared to supply the item. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year.
Neil rackham is founder and former president of huthwaite, inc. Spin selling by neil rackham neil rackham is the founder of the huthwaite research group, a global research and consulting firm. Signin to download and listen to this audiobook today. Neil rackham audio books, best sellers, author bio. This is a should read for any kind of sales professional seeking to enhance their ability. The original sales book that breaks down the large, researchbased sale not the lowvalue, one call sales into four pieces situation, problem, implication, and needpayoff to help salespeople increase the severity of the problem in. 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.
With wit and authority, neil rackham explains why traditional. Developed from twelve years of research into 35000 sales calls, spinsituation, problem, implication. Neil rackham reveals the changing face of selling and. Is a sale which can normally be completed in a single call and which involves a low dollar value in selling consumer goods product knowledge makes all the difference. 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. Neil rackham has 19 books on goodreads with 21178 ratings. 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. We also have all of the check, and when everything are generally true, well distribute on the. Neil has studied the art of selling his entire career and, by measuring and recording thousands of salesrelated data points, has turned selling into a science. Kurt w mortensen persuasion iq the 10 skills you need to get exactly what you want audiobook duration. Buy spin selling book online at best prices in india on. Everyday low prices and free delivery on eligible orders. This is the third article in a four part series on neil rackams book spin selling. The spin selling fieldbook by neil rackham overdrive.
Individual diagnostic exercises illustrative case studies from leading companies practical planning suggestions provocative questionnaires practice sessions to prepare you for dealing with challenging selling situations written by the pioneering author of the original bestseller, spin selling, this book is. Oreilly spin selling audio book 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. Rackham went on to introduce his spinrselling method. 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. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including xerox, ibm, and citicorp. May 18, 2017 i prefer to learn from actions and experiences. Rackham went on to introduce his spin selling method, where spin describes the whole selling process situation questions, problem questions, implication questions, needpayoff questions. Whats happened is marketing is that its not standing up too well to the harder times and there are a lot of marketing people out there just looking for opportunity, says neil rackham, author. Practical tools, methods, exercises and resources 1st edition by rackham, neil isbn. 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. Spin selling by neil rackham operational excellence society.
Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. Is a sale which can normally be completed in a single call and which involves a low dollar value. May 12, 2015 based on noah kagans recommendation on his interview with tim ferriss, i just finished reading spin selling by neil rackham, and i really liked it. Neil rackham is the author of the seminal sales books, spin selling and major account sales strategy. 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. Neil rackham, author of spin sellling, on combining sales and. Buy spin selling book online at low prices in india spin. Spin selling by neil rackham playing the infinite game. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Spin selling abbreviated to situation, problem, implication, need used research from the previous 12 years, focusing on how other businesses could use the method. Visit now to browse our huge range of products at great prices.
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. If you arent spin selling, its time to start part i. The difference between small and large sales define small sale. Buy spin selling by neil rackham online at alibris. In the book he outlines what questions to ask when to move prospects all the way through the buying process. Feb 17, 2015 spin selling fieldbook neil rackham 1. Three of his books have been on the new york times best seller list and his works have been translated into over 50 languages. 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. In a twopart series, im going to a distill the lessons from spin that stand the test of time, and b in part ii, discuss how to apply spin to email, which wasnt popular when rackham wrote. Truthfully spin marketing can help you offer in any type of sort of atmosphere b2b, b2c, also c2c. Dec 10, 2015 neil rackham is the author of the seminal sales books, spin selling and major account sales strategy. The first book on managing major sales from the bestselling author of spin selling. Put into practice todays winning strategy for achieving success in highend sales. Buy a cheap copy of managing major sales book by neil rackham.