About spin selling book

Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. Despite being thirty years old, rackhams seminal work has continued to be a vital weapon in a sales reps arsenal. Spin selling training provides you with the questions and skills to uncover buyer needs and overcome hesitations and objections, which results in an outcome thats better for. Spin selling by neil rackham read full summary now profitworks. 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. However, when the book was published, selling tools like linkedin were yet to be invented. Youll learn why traditional sales methods are limited while exploring the benefits of the spin strategy when approaching small and large sales opportunities. I cannot hope to cram 200 pages of sales wisdom into a 10 page. Spin selling is based on extensive research by rackham and his company, huthwaite. This book is essential if you sell to businesses or sell high valueadded products, the famous complex sales and want to learn how to ask better. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional. Rackham went on to introduce his spinselling method. Buy spin selling briefing online bestbookbriefings.

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. In the process they disproved a number of popular myths about the selling process, and they developed a. Apr 03, 2019 we, of course, are talking about the spin selling book by neil rackham. This is the first publication of results from the largest research project ever undertaken in the selling skills area. In this case, the path is turning a prospect into a customer. If you ask the wrong questions at the wrong stage the interaction will often stall. How to use spin selling in your sales call 2012 book archive.

And because there are times when prospects are not even aware theres a problem, the questions you ask. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name. 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. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally.

Spin selling by neil rackham 1988, hardcover for sale. How to use spin selling effectively in the modern day sales. Spin selling sales training and courses spin selling. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. If you like this book, youll really love secrets of question based selling 2nd edition by thomas freese. Spin selling has since gone on to be recognised as one of new york times business bestsellers. Reading this summary in no way replaces the experience of reading one of the spin selling books. This book was an optional text for a college level course on personal professional selling. In the book he outlines what questions to ask when to move prospects all the way. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research.

Waardoor zijn sommige verkopers voortdurend beter dan hun concurrenten. The international bestseller that revolutionized high end selling. Ultimately, spin selling is a book that teaches you to ask good questions that quickly expose the need while presenting your company as an attractive solution to that need. Everything in this animated book summary is directly pure value from neil rackhams book spin selling. Everyday low prices and free delivery on eligible orders. The international bestseller that revolutionized highend selling. Spin selling by neil rackham summary freshsales blogs. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. I am in direct, inhome consumer sales and this book has helped me refocus my questioning technique to a finer art. Mar 01, 2015 spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. In 1988, neil rackham and his company huthwaite, inc. Customers will only be motivated to buy something if they identify theres a need. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Finally, this is the book that turned selling from an art into a science.

The spin selling method is one of if not the best sales frameworks for. May 16, 2010 understand spin and how to use it during the sales presentation. 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. Become a sales master with 4 easy questions spin selling. 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. I decided to buy the spin selling fieldbook because i had read the book spin selling and wanted to learn more. Spin selling is a book that teaches you to ask good questions that quickly expose the need while presenting your company as an attractive solution to that need. Selling conversations is a researchbased, advanced questioning program that combines spin selling s proven methodology with todays bestpractices in b2b selling.

If the value of your product or service is small, you can carry on i have spent many unnecessary minutes on books written on a blemished premise. In this book is a solid layout of how you should structure your sales calls, and. In its list of the top 10 how to sell books of all time, in 20 inc. Spin selling situation, problem, implication, need. As a sales and marketing trainer and coach for professionals, i discovered neil rackhams book while looking for a simple way of explaining the techniques that. Apr 18, 2017 spin selling teaches us the same lesson as a gps. Spin selling by neil rackham read full summary now.

Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. Why questions matter in selling a synopsis of spin. I hope you enjoy, if you do, join the club of wisdom. But spin selling principles are still core sales practices, and the book has become a classic and a template for successful selling. Spin selling by author neil rackham is a method that helps you ask the right questions when it comes to selling.

Oct 09, 2017 this book is essential if you sell to businesses or sell high valueadded products, the famous complex sales and want to learn how to ask better. Instead of figuring out how to get there, you scrap the printed maps, guesstimates, and wrong turns. Since 1988, spin selling has evolved and especially with data and social media becoming the vanguard in how we do business these days. This simple action makes your path completely clear. In the book he outlines what questions to ask when to move prospects all the way through the buying process. This is when you talk about solutions to the problems you have identified. Spin selling 1988 distills the authors 12 years of research and 35,000 sales calls into a coherent and applicable sales strategy that is guaranteed to bring success to any diligent salesperson. Spin is a hugo award winner that wonders what would happen if the earth were forced to remain as it is while the universe around us aged at approximately 100 million years per earth year.

The book spin selling is by far the most comprehesive book i have ever read on selling. For me, working thru the exercises in the workbook will increase my learning much more then just reading a book. Spin selling, why closing techniques do not work, and what to use instead, drawing on. My team at huthwaite analyzed more than 35,000 sales calls, over a period of 12 years, to provide the hard facts on successful selling that youll read here.

If youre selling to corporate buyers, you should read this book immediately. A lot has changed in the sales world since spin selling was published more than 30 years ago. Feb 11, 2014 spin selling by neil rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation 10 second summary. Selling conversations is a researchbased, advanced questioning program that combines spin sellings proven methodology with todays bestpractices in b2b selling. Neil rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. This spin selling summary will save 6 hours and win you jobs. This is an often overlooked, but crucial stage in the sales call. The books are, in many ways identical, but only in the question format and theory sense. The spin selling method is one of if not the best sales frameworks for high ticket sales. He has been a visiting professor at portsmouth university, cranfield school of management, and sheffield university, all in his native england, as well as at the university of cincinnati, and is a frequent. In the book neil outlines what questions to ask, and when, to move prospects all. Reps shouldnt immediately jump into their products features and benefits not only will this overly aggressive strategy turn off prospects, but salespeople will lose the opportunity to learn valuable information. Understand spin and how to use it during the sales presentation. The spin selling fieldbook practical tools methods exercises and resources book summary.

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. Spinselling 1st edition neil rackham routledge book. This is the first publication of results from the largest research project ever undertaken in the sellingskills area. The international bestseller that revolutionized highend 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. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. Jan 08, 2019 this is an often overlooked, but crucial stage in the sales call. This is the third article in a four part series on neil rackams book spin selling. Heres the deal, spin is the masters level, qbs is the doctorate level.

Sales techniques what is spin selling pipeliner crm. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. Why questions matter in selling a synopsis of spin selling. However, there is one book i make mandatory for eventups salespeople. 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. Even with the evolution of sales tools and methodologies, the core techniques of spin selling hold true. Asking yourself better will help you hear your customer better and thus sell more. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. Rackham went on to introduce his spinselling method, where spin describes the whole selling process situation questions, problem questions, implication questions, needpayoff questions.

If you arent spin selling, its time to start part i forbes. Neil rackham is an author, consultant and academic. Put into practice todays winning strategy for achieving success in highend sales. Spin selling questions make your prospect eager to buy. So ask as many as you can, maybe even more than you think is necessary. The top 4 sales questions the basics of spin selling. Enter spin selling this book delivers where all of those other books have failed. Rackham does a fine job of dispelling the myth of the 1920s straw hat tactics used by the loungelizard sales forces. Spin selling by neil rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation 10 second summary.