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  • SPIN Selling

  • By: Neil Rackham
  • Narrated by: Eli Woods
  • Length: 6 hrs and 12 mins
  • 4.6 out of 5 stars (59 ratings)
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SPIN Selling

By: Neil Rackham
Narrated by: Eli Woods
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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

What listeners say about SPIN Selling

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Wow! Exactly what I needed

We have been looking to improve our sales process and specifically sales calls.
This is the definitive guide that we have been looking for.

The author is an incredible scientist, and the book is the equivalent of Good to Great for Sales.

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Eye opening on the topic of measure sales

I like the scientific approach followed by the author, which isn’t that common in the sales and marketing world.

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very intriguing

new knowledge gained and practical.
will definitely listen again to refresh the mind of information

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A must-read for any sales professional

Probably one of the most well written and researched books on sales that exists. highly recommended to any sales professional curious if what they've learnt is evidence based.

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    3 out of 5 stars
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not as interesting as I'd hoped

Gotta be honest, the narration was hard to get through. So dull and emotionless. Book seems a little outdated and I'm sure most sellers are more evolved than the ABC sellers of the 80s and 90s. By the end of the book I'd already forgotten most of it. I gave 3 stars because I am sure this was one of the first books discussing more elevated sales conversations. I made it to the end but only just. TFF 3x playback.

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Definitive

A facts based Sales book, how refreshing! Even if it is 40 years old.

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A great model for selling high ticket!

Loved it but theres so much information i will need to listen to it a few times to really benefit and learn the methods, its Great!!!

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Great Book..

I'm new to selling as have recently set up a business. this book came recommend and I must admit I've found it informative and refreshing to know that sales doesn't have to equal pushy hard closes

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awesome

An excellent book, and a must read / listen for sales people. The narration is a little dry.

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Fundamentals of every Sale

This book really highlights how sales often go over and over. Neil really breaks things down and makes it so simple, you can tell this guy got real experience

You'll learn what happens in a sale, the different parts, how much each part contributes to the sale in the end (He gives specific %'s on how much influence each part has on the sale)

A great read for anyone who is getting into sales or who is already in sales

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