Spin Selling has the answers. Developed from 12 years of research into thousands of sales calls, the Spin strategy is already being used by many of the world's top sales forces. If you're in sales, or if you manage a sales force, you need these revolutionary, easy-to-apply techniques.
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.
©1998 McGraw-Hill; (P)1998 HighBridge Company
"Essential for everyone involved in selling or managing the sales function." (Journal of Marketing Management)
Book is for advanced sellers, who's familiar with other selling techniques, who most likely know it already. A lot of theory, not many practical examples. It is always better to learn from examples used in context, not in this book though.
Also known as how to trick people. I'm sorry, I am open to learning new things but the book is written with no integrity and the narrator is pure torture. Don't waste your time, do something you love and tell others why you love it and believe in it. Life is too short.
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.
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.
I've always been someone that hated the concept of selling until Spin Selling.
This book frames selling in terms of solving a implied or explicit need and the process of getting the customer to that point. Very helpful.
This book is perfect if you're engaged in larger sales. Particularly if you're engaged in larger sales to an existing client base, where you'll have to sell again and again to the same people.
I'd never written a review here on Audible before listening to this book, that's how strongly I feel about it. If you're after a quick fix or clever closes for small ticket items, try Zig Zigler. If you're selling something a little more sophisticated, listen to Neil Rackham, and then listen to him again.
First off, this book is poorly named. I have an adversity to the stereotype "slick salesman" I think of when I read the name of this book. I believe it is because of the word SPIN. Spin brings up ideas of selling through situational lies, persuasion and manipulation. I would not have read this book it weren't recommended by a person who I regard as an excellent salesman and a person of high integrity.
So to the point, this book is not about unethical selling through persuasion or manipulation as the word "spin" from the title would imply, but rather flipping or "spinning" our perceptions of the right and wrong methods for selling products and services. It lumps selling into two major categories, small purchases and large purchases. The term small is defined by the author as not having a social or major economic impact on the buyer decides the purchase was a poor decision. The term large is conversely defined as having some type of sizeable social or economic impact on the buyer if the purchase was a good or a poor decision. Example of small Vs big being a $14.83 LED flashlight that was impulse purchased at Walmart Vs. a $24,995 Toyota Prius that was carefully researched prior to the purchase.
The book is dated, but is covering arguably timeless concepts of selling that would benefit anyone who sells services or products for a living.
For people who already have experience of large sales, especially intangible services - you're not likely to find something new for yourself.
Yes, having recently completed the training felt this supported well
Covering the principles uncovered in the training and giving real examples so that even without the training, the principles are easy to understand and put into practice
Identifying the differential between higher value and smaller value sales customer differences and key approaches / understandings
a valuable read, although dated in parts, for those who beginning to understand that different types of sales require different skill sets.
"Good summary of a great book"
This was my first listen with Audible
It's a classic sales training book and this is a fair summary of the main points. If I was listening for the first time I am not sure I would grasp it. This audio book makes a good refresher though.
I am afraid not. The performance was clear but hard to concentrate on.
The gaps between chapters were unclear.
"Seemed quite basic... couldn't finish it."
A little less cheese.
Was a little cheesy for my liking.
I think this book is a little dated in its thinking about sales... focuses only on the hard sell, products and not solutions or services.
I couldn't finish it to be honest!
"Totally unusable. Find an alternative to Audible."
Unlistenable to. In principle I have no doubt that this would be an excellent book, if I were able to use it. I train people in management, sales, marketing and communication and develop software, manage more than 100 websites across varied CMS's, and have an IQ of 142, and yet I cannot get this sound file to play on my PC, unless using the extremely ugly, slow, resource intensive programme provided by Audible, which I am entirely unwilling to use.
This company is in the process of shooting themselves in the foot with thoroughly naïve algorithmic implementations that betray a total lack of awareness of how modal consumers think, and what they value.
Perhaps I'll approach some Indians to work with me to provide a much less paranoid, more user-friendly alternative to Audible's framework.
"Useful, succint and to the point"
Overall the audiobook was easy to follow and got straight to the point. The advice extracted from the research had real-world uses. Only issue was that a lot of statistics were referenced throughout the book which a little hard to keep track of.
As a novice in high-level sales this was a good introductionintroduction which I would reccomend this book.
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