A relationship between the seller and the buyer is critical, and is necessary due to the. A relationship between the seller and the buyer is critical, and is necessary due to the service and follow up required by the nature of complex transactions between buyers and sellers. If the value of your product or service is small, you can carry on i have spent many unnecessary minutes on books written on a blemished premise. Each step advances the customers commitment toward the final decision.
In the book he outlines what questions to ask when to move prospects all the way through the buying process. Reading this summary in no way replaces the experience of reading one of the spin selling books. The story takes place in a nice little kingdom, and ignites when a foolish miller brags that his daughter, jane, can spin straw into gold. Jun 26, 2017 condensed books has brought to you this first video in selling. With wit and authority, neil rackham explains why traditional. A reading of the complete text is described as unabridged, while readings of a shorter version, or abridgement of the. Now these revolutionary, easytoapply methods can be yours. The spin selling fieldbook by neil rackham overdrive. A metodologia do livro spin selling, criada por neil rackham. The spin model 91 how to use spin questions 94 giving benefits in major sales features and benefits. This is the third article in a four part series on neil rackams book spin selling. There are five videos from the book spin selling to help you form a holistic. If you ask the wrong questions at the wrong stage the interaction will often stall. The international bestseller that revolutionized highend selling.
Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. An interesting book i have found useful in my sales efforts is neil rackams spin selling. Spin selling audiobook by neil rackham rakuten kobo. Published in 1988, spin selling did what very few books do today. Spin selling by neil rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation 10 second summary. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. Needpayoff questions are intended to develop the buyers desire for a solution to their problems. Spin is a hugo award winner that wonders what would happen if the earth were forced to remain as it is while the universe around us aged at approximately 100 million years per earth year. Learn vocabulary, terms, and more with flashcards, games, and other study tools. It was published in 2005 and won the hugo award for best novel in 2006.
Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential listening for anyone involved. Robert kalomeer the bestvalidated sales method available today. The book is a fantastic read as it brings a pragmatic, well researched approach to sales conversations that can be immediately applied, not just to sales but to everyday life and consulting as well. Neil rackham has probably done more to change the nature of b2b selling than any other person in the business world. It backed tips with original research what a thought. 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, readers will be able to dramatically increase their sales volume from major accounts. There are five videos from the book spin selling to help you form a holistic view of sales process. Spin selling is based on extensive research by rackham and his company, huthwaite. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. 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.
Free audio books in portuguese that you can download in mp3, ipod and itunes format for your portable audio player. In the book he outlines what questions to ask when to move prospects all the way. I cannot hope to cram 200 pages of sales wisdom into a 10. When the needpayoff questions are asked too early in the sales call, the customer is naturally suspicious. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. It is the first book in the spin trilogy, with axis. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional. 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. A witty musical reimagining of grimms fairy tale, rumpelstiltskin, created by musical theatre veterans, narrated by jim dale, and featuring a cast of broadway musical stars. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone involved. 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. Condensed books has brought to you this first video in selling. Livro alcancando a excelencia em vendas spin selling neil.
The objectives and value of the spin questions needpayoff questions. In the process they disproved a number of popular myths about the selling process, and they developed a. Start a free 30day trial today and get your first audiobook free. In 1988, neil rackham and his company huthwaite, inc. Spin selling situation problem implication need payoff by. Larger sales contain a number of intermediate steps that we call advances.
The classic ways to demonstrate capability the relative impacts of features, advantages, and. Spin selling by neil rackham audiobook highbridge audio. Well, it turns out, there is a huge difference between selling lowcost and highcost items. Understand spin and how to use it during the sales presentation. In an effort to learn more about selling and sales i picked up spin selling by neil rackham and bob kalomeer. Larger sales contain a number of intermediate steps that we. Spin selling spin selling audiobook, by neil rackham. The classic ways to demonstrate capability the relative impacts of features, advantages, and benefits 106 selling new products 111 demonstrating capability effectively 115 preventing objections 117 features and price concerns 119. An audiobook or talking book is a recording of a book or other work being read aloud. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. 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. Spin selling audiobook by neil rackham 9781598872576. 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.
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. Its the method being used by onehalf of all fortune 500. 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. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. 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. Developed from research studies of 35,000 sales calls. The following video gives the gist of his teaching in almost exactly 10. Buy spin selling book online at low prices in india spin. The top 4 sales questions the basics of spin selling.
A witty musical reimagining of grimms fairy tale, rumpelstiltskin, created by musical theatre veterans, narrated by jim dale, and featuring a cast of. Buy spin selling by neil rackham online at alibris. Spin is a science fiction novel by americancanadian writer robert charles wilson. In contrast, spin selling uses data from thousands of calls, and sifts through them to determine if closing techniques, and situational openers, etc, actually work.
With wit and authority, neil rackham explains why traditional sales models dont work for large sales. Spin selling audiobook by neil rackham 9781598872576 kobo. May 16, 2014 the objectives and value of the spin questions needpayoff questions. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts.
Listen to thousands of best sellers and new releases on your iphone, ipad, or android. Put into practice todays winning strategy for achieving success in highend sales. 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. The international best seller that revolutionized highend selling. May 18, 2017 published in 1988, spin selling did what very few books do today. Rackham and his team at huthwaite corporation analyzed 35,000 sales calls. Rackham and his team at huthwaite corporation analyzed 35,000. Why questions matter in selling a synopsis of spin. Consequently, we are shown evidence that disproves the efficacy of various well. Needpayoff questions, certainly the most difficult.
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. So, do yourself a favor and buy one of the spin selling books personally i. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. In the book he outlines what questions to ask when to move prospects all the way through the. Listen to spin selling by neil rackham available from rakuten kobo. 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. If you arent spin selling, its time to start part i. Spin selling by neil rackham read full summary now. Developed from twelve years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use. The research was compiled over 12 years and 35,000. Plus, youll get an additional audiobook per month after trial. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. May 16, 2010 understand spin and how to use it during the sales presentation.
319 929 926 483 335 281 835 204 1336 890 1034 1249 1143 540 1255 898 1162 1513 1276 651 351 1412 100 849 25 1310 796 834 341 1334 1184 802 230 982 670