Last edited by Gozahn
Friday, July 31, 2020 | History

6 edition of SPIN Selling found in the catalog.

SPIN Selling

by Neil Rackham

  • 139 Want to read
  • 34 Currently reading

Published by Highbridge Audio .
Written in English

    Subjects:
  • Business strategy,
  • Purchasing & Buying,
  • Business & Economics,
  • Abridged Audio - Business/Professional,
  • Audio Adult: Books On Tape,
  • Sales & Selling - Techniques,
  • Fiction / Literary,
  • Business,
  • Sales & Selling - General

  • The Physical Object
    FormatAudio CD
    ID Numbers
    Open LibraryOL8663883M
    ISBN 101565114205
    ISBN 109781565114203
    OCLC/WorldCa49787082

    Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the /5(3).   In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell 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, readers will be able to dramatically increase their sales volume from major accounts.

      The international bestseller that revolutionized high-end selling Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force.5/5(5).   SPIN Selling Summary June 2, Luke Rowley Business, Career, Communication Skills, Marketing, Productivity, Relationships, Sales, Success 1-Sentence-Summary: SPIN Selling is your guide to becoming an expert salesperson by identifying what the author learned f sales calls and 12 years of research on the topic.

      Published in , SPIN Selling did what very few books do today: It backed tips with original research (what a thought!). Rackham and his team at . In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell 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, readers will be able to dramatically increase their sales volume from major accounts.


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SPIN Selling by Neil Rackham Download PDF EPUB FB2

Enter 'SPIN Selling' - this book delivers where all of those other books have failed. In this book is a solid layout of how you should structure your sales calls, and not only that, but data to back up their claims and examples to on how to lead/5().

Enter 'SPIN Selling' - this book delivers where all of those other books have failed. In this book is a solid layout of how you should structure your sales calls, and not only that, but data to back up their claims and examples to on how to lead/5().

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading 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 year,4/5.

The SPIN Model 91 How to Use SPIN Questions 94 Giving Benefits in Major Sales Features and Benefits: The Classic Ways to Demonstrate Capability The Relative Impacts of Features, Advantages, and Benefits Selling New Products Demonstrating Capability Effectively Preventing Objections Features and Price Concerns File Size: 1MB.

Written by the pioneering author of the original bestseller, SPIN Selling, this SPIN Selling book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the SPIN Selling book to reinforce SPIN methods in the field and in coaching sessions/5().

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell 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, readers will be able to dramatically increase their sales volume from major accounts/5(). What is SPIN Selling. The SPIN sales strategy comes from Neil Rackham’s classic, “Spin Selling.” It’s based on 12 years of research sales calls.

To win larger, consultative deals, Rackham argues salespeople must abandon traditional sales techniques. SPIN Selling – A Summary A word of advice. Reading this summary in NO WAY replaces the experience of reading one of the SPIN Selling books.

I cannot hope to cram pages of sales wisdom into a 10 page summary. So, do yourself a favor and buy one of the SPIN Selling books (personally I. SPIN Selling is a book that was first published in by Neil Rackham.

It’s all about asking questions. And it’s very tactical. It teaches you how to lead conversations with customers.

I picked up the book, "SPIN Selling", by Neil Rackham, a couple of weeks ago with the thought that it would be a timely refresher for the formal multi-day training program and associated role play that I participated in within the course framework/5(59).

The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet.

Spin Selling by author Neil Rackham is a method that helps you ask the right questions when it comes to selling.

When I worked in sales, I remember that my coach always said: You have two ears and one mouth. Use them in the same proportion. SPIN Selling has since gone on to be recognised as one of New York Times business bestsellers. In its list of the “Top 10 ‘How To Sell’ Books of All Time,” in Inc.

magazine ranked SPIN®Selling No. 1, writing: ″Finally, this is the book that turned selling from an art into a science. Buy SPIN®-Selling 1 by Rackham, Neil (ISBN: ) from Amazon's Book Store. Everyday low prices and free delivery on eligible s:   In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell 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, readers will be able to dramatically increase their sales volume from major s:   Even though SPIN Selling is an older sales book, it is still relevant because of its unique approach and backstory.

Neil Rackham is not a salesman in the traditional sense, he is a researcher and consultant. From the ‘70s to ‘80s his company embarked on a 12 year. Neil Rackham – SPIN Selling Audio Book Download. Truthfully SPIN marketing can help you offer in any type of sort of atmosphere B2B, B2C, also C2C.

This is a should read for any kind of sales professional seeking to enhance their ability. Roald Dahl – Matilda Audiobook. Editions for SPIN Selling: Situation Problem Implication Need-payoff: (Hardcover published in ), (Kindle Edition published in ), Books Advanced Search New Releases Best Sellers & More Children's Books Textbooks Textbook Rentals Best Books of the Month of results for Books: "SPIN Selling" Skip to.

All false, says this provocative book. Neil Rackham and his team studied more t sales calls made by 10, sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales.

Rackham went on to introduce his SPIN-Selling :. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell 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, readers will be able to dramatically increase their sales volume from major : McGraw-Hill Professional Publishing.The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources Book Summary: Put into practice today's winning strategy for achieving success in high-end sales!

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally.The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is.