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SPIN Selling
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
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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.
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What listeners say about SPIN Selling
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Joe A Snyder III
- 10-27-21
Sales and Science
The only sales book, I know of, based on scientific proof.
Joe Snyder - Marketing And Training Manager
Daimler Trucks North America
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4 people found this helpful
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- David L. Cannon
- 05-02-22
Essential for Major Account Sales
With 30 very successful years in giant & well funded mid-market sales this is backbone of Upper end B2B selling.
BEWARE of WHAT YOUR CZhOSEN AUTHOR SELLS WHEN SELECTING A BOOK !!!
Knowing our Pastor Zig Ziglar, being student of Tommy Hopkins, along with the others listed as in reviews as recommended study - the Truth is those authors sold real estate, vehicles and other goods where ‘seller meets directly with buyer Who IS the Decision Maker in transactions which the buyer is primary beneficiary or money supplier. That’s pure definition of ‘simple sales’.
SPIN Selling is focused on a reality of sales rep “Does Not” get direct access and must provide recognition of high priority condition warranting change to occur. Essentially the Go-Getter sponsoring this change is risking their career that it’s going be successful. As seller we have to point at that Noble Objective & provide resources with supporting evidence/analysis to disarm or prevent objections.. in a process that requires 5~10 meetings over several months before it gets a green light approval to proceed.
Compared to Simple Sales where deal is direct contact usually with 1 person, then meet approver and deal is done in 1-2 meetings. Simple sales is very common in Small business & Consumer sales. Those simple sale techniques are Attention, Interest, Conviction (why buy vs not), Desire (lets do it) and Close (sign here). A-I-C-D-C is all about citing Features & Benefits to justify a low price as bargain.... yet fails terribly when selling big deals and multiyear deals. SPIN Selling is 100% about mature sales to larger mature account. In SPIN all the sales cycle aids and materials are professionally prewritten for sales rep to simply deliver as needed including professional competitive analysis with Return On Investment (ROI) calculator showing when buyer’s team will reach full realisation of the full benefit.
‘The Challenger Customer’ is great companion to SPIN on how to provide advanced insider view of what’s wrong with target account or what opportunity are they missing. MA Sales rep needs read both, then put Product Development creatives developer & campaign administration to the task of packaging & delivering that fabulous content to Go-Getter Sponsor with Authority at target account.
As Instructor in various years for majority of different authors the real shift is going from solo seller to interdependent team seller and then to Official Head of the Sales Team which is like pro sport team owner, process developer and disciplinarian as needed.
Ask yourself this question: Are you paid by unit, simple percentage or volume? Then you are in Simple Sales. If you are paid on ‘advancing though steps or purchase, have base pay and also get paid on Net-Net Retained Revenue (slice of profit in each deal) then you are definitely in SPIN Selling Territory. I pay my team in latter with all holidays off, 8-5 weekdays with special celebration days off, and most hit a high quota by 10th of each month. That’s where you own your schedule, don’t hammer cold calls, work where deep pockets live. Semper fidelis, Dave Cannon
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- Anonymous User
- 07-14-23
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
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- Luis
- 07-02-23
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.
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- Jason
- 05-20-23
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!
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- christina snellings
- 04-07-23
Very fact based, scientific look at Sales
I found the book to be interesting and helpful. There is a lot to unpack but thousands of studies in their consulting practice to learn from.
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- Victoria Joseph
- 02-25-23
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.
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- Amazon Customer
- 01-20-23
could have been 1 chapter
if you like reading research papers from someone that must be paid by the word. feel free.
it's so hard to get through and the narrator is the most boring reader I've ever heard.
the food info is hidden in so much fluff it's almost impossible to sift out. if there is a cliff notes, it would be 100% better.
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- JD
- 12-09-22
He explains his method to a fault
You can’t fast forward through his trial and error testimony because right in the middle, he places a good quote or reference. Don’t know why he took so much ink to tell us the starts and stops of his scientific method. Otherwise, great book.
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- NerdMom
- 12-07-22
Great Resource
I’ve been doing outside sales for one year. The company I work for teaches the spin message without citing it specifically. This went in such detail. It was wonderful to get the background reasoning behind many of my companies processes. It was also nice to hear concepts any more generic sense, rather than just through the lens of what I’m doing right now, I listened to this over several weeks and was able to implement things on a daily basis during my cold calling and presentations. if you enjoy studies and understanding the science behind your tactics, you will love this book everything is vetted and based on science.
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Story
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
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Lenghty book with a few solid tips on persuation
- By Gerardo A Dada on 01-21-13
By: Daniel H. Pink
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
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Overall
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Performance
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Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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New sales rep
- By Amazon Customer on 02-04-21
By: Mike Weinberg
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Snap Selling
- Speed Up Sales and Win More Business with Today's Frazzled Customers
- By: Jill Konrath
- Narrated by: Jill Konrath
- Length: 6 hrs and 15 mins
- Unabridged
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Overall
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Performance
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Story
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. Sales strategist Jill Konrath tells you how to overcome obstacles, get more appointments, speed up decisions, and win sales with today's short-fused, frazzled customers.
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OK sales book with some good take aways
- By Glenn on 05-22-11
By: Jill Konrath
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Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- By: Jeb Blount, Mike Weinberg - foreword
- Narrated by: Jeb Blount, Jeremy Arthur
- Length: 8 hrs and 21 mins
- Unabridged
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Overall
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Performance
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Story
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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Great reading!
- By Manuel on 09-23-23
By: Jeb Blount, and others
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The Challenger Sale
- Taking Control of the Customer Conversation
- By: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
- Unabridged
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Overall
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Performance
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Story
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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Bellow average book
- By Elias Karráa on 08-11-19
By: Matthew Dixon, and others
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
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Overall
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Performance
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Story
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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SPIN selling with more EQ mixed in
- By Amazon Customer on 09-28-19
By: Keenan
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To Sell Is Human
- The Surprising Truth about Moving Others
- By: Daniel H. Pink
- Narrated by: Daniel H. Pink
- Length: 6 hrs and 6 mins
- Unabridged
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Overall
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Performance
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Story
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
-
-
Lenghty book with a few solid tips on persuation
- By Gerardo A Dada on 01-21-13
By: Daniel H. Pink
-
New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
-
Overall
-
Performance
-
Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
-
-
New sales rep
- By Amazon Customer on 02-04-21
By: Mike Weinberg
-
Snap Selling
- Speed Up Sales and Win More Business with Today's Frazzled Customers
- By: Jill Konrath
- Narrated by: Jill Konrath
- Length: 6 hrs and 15 mins
- Unabridged
-
Overall
-
Performance
-
Story
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. Sales strategist Jill Konrath tells you how to overcome obstacles, get more appointments, speed up decisions, and win sales with today's short-fused, frazzled customers.
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OK sales book with some good take aways
- By Glenn on 05-22-11
By: Jill Konrath
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The Sales Development Playbook
- Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- By: Trish Bertuzzi
- Narrated by: Gary Tiedemann
- Length: 5 hrs and 58 mins
- Unabridged
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Overall
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Performance
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Story
This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.
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Amazing tips for new SDR Managers and Sales Exec
- By Amazon Customer on 12-21-18
By: Trish Bertuzzi
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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- By: Jeb Blount, Mark Hunter - foreword by
- Narrated by: Jeb Blount
- Length: 5 hrs and 53 mins
- Unabridged
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Overall
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Performance
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Story
Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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A Chapter In Fanatical Prospecting
- By Tshepo on 05-22-20
By: Jeb Blount, and others
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The Secrets of Closing the Sale
- Included Bonus: Selling with Emotional Logic
- By: Zig Ziglar, Tom Ziglar
- Narrated by: Zig Ziglar, Tom Ziglar
- Length: 17 hrs and 1 min
- Original Recording
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Overall
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Performance
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Story
Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
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Zig Ziglar debunks all the myths holding you back from closing the sale
- By Steph Earley on 08-01-16
By: Zig Ziglar, and others
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The Ultimate Sales Machine
- By: Chet Holmes
- Narrated by: Amanda Holmes, George Newbern
- Length: 11 hrs and 28 mins
- Unabridged
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Overall
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Performance
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Story
The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
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Ok if you are selling carpet cleaning services.
- By Sandy on 04-28-10
By: Chet Holmes
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Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- By: Oren Klaff
- Narrated by: Stephen Bowlby
- Length: 6 hrs and 14 mins
- Unabridged
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Overall
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Performance
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Story
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.