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Pamela

Herndon, VA, United States | Member Since 2009

6
HELPFUL VOTES
  • 1 reviews
  • 7 ratings
  • 94 titles in library
  • 3 purchased in 2014
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  • Spin Selling

    • ABRIDGED (3 hrs)
    • By Neil Rackham
    • Narrated By Bob Kalomeer
    Overall
    (296)
    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"
    "Mostly about the research"
    Overall
    Performance
    Story
    Would you try another book from Neil Rackham and/or Bob Kalomeer?


    Any additional comments?

    I don't know whether its the abridged format or whether this is true in the paper book as well, but I can't get through this whole audio book. I was looking for practical application of SPIN selling techniques and instead all I'm getting is the story of how the research evolved. If you are interested in the back-story of SPIN selling, this is the book for you. However if you are interested in gaining practical application ideas, this audio-book won't work.

    6 of 8 people found this review helpful

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