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Andrew

Durham, NC, USA

7
HELPFUL VOTES
  • 1 reviews
  • 9 ratings
  • 21 titles in library
  • 0 purchased in 2014
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  • Spin Selling

    • ABRIDGED (3 hrs)
    • By Neil Rackham
    • Narrated By Bob Kalomeer
    Overall
    (297)
    Performance
    (148)
    Story
    (147)

    With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. And he unfolds the enormously successful Spin strategy, using real-world examples and informative cases. The methods are controversial, and they often go against the grain of conventional sales training. But the powerful evidence Rackham presents will convince and convert you.

    Konstantin says: "Not exactly practical"
    "Superb and Accurate Content"
    Overall

    This is an excellent book, with the sort of spot-on instriction I wish most sales people had been given. As it happens, only a small percentage of sales professionals know this material, and practice it methodically. The remainder, either set themselves up for failure, or give the profession a bad name by resorting to bribes and lies in order to "sell."

    Luckily, during the more challenging economies, these "weeds" die off, as they are exposed as frauds, leaving the filed open to the serious and ethical players.

    That time is here again, and if you are serious about your clients and serious about being respected and at the top of your industry, buy this. I bought the book when it came out, and all that I can say is, if applied - it works.

    I would have given this review 5 stars, but deducted one. This is due to the annoying fact that someone at the publishers believe 21st Century material deserves a 1950's style narrator. I kept expecting him to tell me he would "be right back, after a word from our sponsors." Thankfully it's under 3 hours.

    7 of 9 people found this review helpful

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