This is how to use spin selling in your sales call, section 10. I hope you enjoy, if you do, join the club of wisdom. If you arent spin selling, its time to start part i. Spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. It backed tips with original research what a thought. Find the top 100 most popular items in amazon books best sellers.
Understand spin and how to use it during the sales presentation. You transition through four different types of questions. He is a leading authority on consultative selling, an approach he pioneered and documented in a bestselling book spinselling which introduced a new. Neil rackham, author of spin sellling, on combining sales. This book is licensed under a creative commons byncsa 3. The 9 best books about sales and selling selling to the csuite. These are questions designed to get to the heart of a discovery calland allows both the prospect and sales person to better discover if there is a good fit for the sale. This book should be essential reading for everyone involved in selling or. The international bestseller that revolutionized highend selling. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Discover the best american history in best sellers.
There was a section on learning skills as opposed to learning knowledge, which i found very interesting and useful. Everything in this animated book summary is directly pure value from neil rackhams book spin selling. Whats happened is marketing is that its not standing up too well to the harder times and there are a lot of marketing people out there just looking for. How to use spin selling in your sales call 2012 book archive. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling highvalue product and services. A strategy for learning the spin behaviors 155 a final word 159 67 88 99 99. The spin strategy situation questions 67 problem questions 69. Published in 1988, spin selling did what very few books do today. Unlike print books, digital books are subject to vat.
By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. There was a section on learning skills as opposed to learning knowledge. Buy spin selling book online at low prices in india spin selling. It teaches you how to lead conversations with customers. Rackham and his team at huthwaite corporation analyzed 35,000 sales calls.
Become a sales master with 4 easy questions spin selling. The top 4 sales questions the basics of spin selling. Each path is designed to provide you with a comprehensive learning journey to optimise skill transfer and give maximum return on your investment. There was a section on learning skills as opposed to learning knowledge, which i. There was a section on learning skills as opposed to learning knowledge, which i found. Spin selling is a book that was first published in 1988 by neil rackham. Spin selling is simply a framework of questions to help navigate asales call.