He is a leading authority on consultative selling, an approach he pioneered and documented in a bestselling book spinselling which introduced a new. The top 4 sales questions the basics of spin selling. Spin selling is simply a framework of questions to help navigate asales call. Become a sales master with 4 easy questions spin selling. A strategy for learning the spin behaviors 155 a final word 159 67 88 99 99. 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. Everything in this animated book summary is directly pure value from neil rackhams book spin selling. Find the top 100 most popular items in amazon books best sellers. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling high value. 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. There was a section on learning skills as opposed to learning knowledge.
It backed tips with original research what a thought. There was a section on learning skills as opposed to learning knowledge, which i found very interesting and useful. Understand spin and how to use it during the sales presentation. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. This book should be essential reading for everyone involved in selling or. Discover the best american history in best sellers. I hope you enjoy, if you do, join the club of wisdom. 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. It teaches you how to lead conversations with customers. This book is licensed under a creative commons byncsa 3. Buy spin selling book online at low prices in india spin selling.
The international bestseller that revolutionized highend selling. Almost all existing books on selling have used models and methods that were developed in lowvalue, onecall sales. There was a section on learning skills as opposed to learning knowledge, which i found. If you arent spin selling, its time to start part i. Published in 1988, spin selling did what very few books do today. Spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. You transition through four different types of questions. Neil rackham, author of spin sellling, on combining sales. There was a section on learning skills as opposed to learning knowledge, which i. Each path is designed to provide you with a comprehensive learning journey to optimise skill transfer and give maximum return on your investment.