SPIN Selling

By: Neil Rackham

Narrated by: Eli Woods

Length: 6 hrs and 12 mins

Publisher's summary

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, listeners will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales?” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods that were developed for small consumer sales just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

©2014 McGraw-Hill, Inc. (P)2014 McGraw Hill-Ascent Audio

Instructions for Big Sales

I listen to many sells books, and believe this to be the most effective sales novel for larger items! I will listen to this many times as I try to implement its premise

Clarity on High Ticket Sales

This was à well thought out and logical step by step with examples non-fiction. So no story.

Still valid today

this book turns traditional sales techniques on their head. A breath of fresh air. I'm a sales professional for 8 years in the car industry. I've closed over 8000 car deals. I always wondered why the traditional pressure techniques were generally ineffective. I had adopted a technique very similar to this naturally over the years by virtue of what works and what doesn't. It is wonderful to have the confirmation here, and also the clarification on exactly why it works, so that I can focus my behaviors to match those of success.

Finally... Sales with Scientific Proof!

Each sales method was a pass or fail with proof. Can't wait to apply methodology.

From a sales newbie..

This was a great book for me to read as a newbie in sales. It helped me see both sides of major sales and lower pricing sales using research, examples, and quotes.

Ticket to Big Sales

Really outlines the specific to-dos to close Big Sales. Game Changer. Illuminating! If you’re looking for a proven model this is it.

Great!!

I learned a lot of new things about selling, the selling cycle, and actionable tips that I actually want to use. Talking about statistically significant data points makes it even more so worthwhile to listen to because you know you’re learning facts that actually work for selling and a lot of thought was put into collecting these data point on selling. I recommend for beginner and intermediate sellers in any industry.

Very precise approach

Loved the book. Didn’t like the narrations. The mix on the voice is super bass heavy

Insightful

One of the best books I’ve ever read.

I’m not much of a salesperson but I believe this book can help anyone in life with some general life lessons.

It contains useful knowledge to apply across the board.

Seriously, one of the best!

Sales and Science

The only sales book, I know of, based on scientific proof.

Joe Snyder - Marketing And Training Manager
Daimler Trucks North America