After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. Listen to thousands of best sellers and new releases on your iphone, ipad, or android. If you ask the wrong questions at the wrong stage the interaction will often stall. Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. In the process they disproved a number of popular myths about the selling process, and they developed a. Why questions matter in selling a synopsis of spin. The research was compiled over 12 years and 35,000. Learn vocabulary, terms, and more with flashcards, games, and other study tools. In the book he outlines what questions to ask when to move prospects all the way through the buying process. Spin selling spin selling audiobook, by neil rackham.
A metodologia do livro spin selling, criada por neil rackham. It is the first book in the spin trilogy, with axis. 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. Listen to spin selling by neil rackham available from rakuten kobo. A relationship between the seller and the buyer is critical, and is necessary due to the. Jan, 2009 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. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential listening for anyone involved. Rackham and his team at huthwaite corporation analyzed 35,000 sales calls. A witty musical reimagining of grimms fairy tale, rumpelstiltskin, created by musical theatre veterans, narrated by jim dale, and featuring a cast of broadway musical stars.
This is the third article in a four part series on neil rackams book spin selling. Larger sales contain a number of intermediate steps that we call advances. With wit and authority, neil rackham explains why traditional. 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. The following video gives the gist of his teaching in almost exactly 10. Its the method being used by onehalf of all fortune 500. Needpayoff questions are intended to develop the buyers desire for a solution to their problems. With wit and authority, neil rackham explains why traditional sales models dont work for large sales. The top 4 sales questions the basics of spin selling. Now these revolutionary, easytoapply methods can be yours. The international bestseller that revolutionized highend selling. Spin selling by neil rackham read full summary now. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary.
Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone involved. May 18, 2017 published in 1988, spin selling did what very few books do today. It backed tips with original research what a thought. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary method into action immediately. Livro alcancando a excelencia em vendas spin selling neil. Spin selling audiobook by neil rackham 9781598872576 kobo. Spin selling is based on extensive research by rackham and his company, huthwaite. A witty musical reimagining of grimms fairy tale, rumpelstiltskin, created by musical theatre veterans, narrated by jim dale, and featuring a cast of. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. An audiobook or talking book is a recording of a book or other work being read aloud.
The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and. So, do yourself a favor and buy one of the spin selling books personally i. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. 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. Developed from 12 years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Developed from twelve years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use. 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. 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. Each step advances the customers commitment toward the final decision. Free audio books in portuguese that you can download in mp3, ipod and itunes format for your portable audio player.
Understand spin and how to use it during the sales presentation. How do some salespeople consistently outsell their competition. In an effort to learn more about selling and sales i picked up spin selling by neil rackham and bob kalomeer. The spin selling fieldbook by neil rackham overdrive. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. A reading of the complete text is described as unabridged, while readings of a shorter version, or abridgement of the. Needpayoff questions, certainly the most difficult. Spin selling situation problem implication need payoff by. An interesting book i have found useful in my sales efforts is neil rackams spin selling. In contrast, spin selling uses data from thousands of calls, and sifts through them to determine if closing techniques, and situational openers, etc, actually work. A relationship between the seller and the buyer is critical, and is necessary due to the service and follow up required by the nature of complex transactions between buyers and sellers. The classic ways to demonstrate capability the relative impacts of features, advantages, and benefits 106 selling new products 111 demonstrating capability effectively 115 preventing objections 117 features and price concerns 119. There are five videos from the book spin selling to help you form a holistic view of sales process.
Neil rackham has probably done more to change the nature of b2b selling than any other person in the business world. Spin is a science fiction novel by americancanadian writer robert charles wilson. If you arent spin selling, its time to start part i. Rackham and his team at huthwaite corporation analyzed 35,000. Jun 26, 2017 condensed books has brought to you this first video in selling. Larger sales contain a number of intermediate steps that we. Published in 1988, spin selling did what very few books do today. The classic ways to demonstrate capability the relative impacts of features, advantages, and. In the book he outlines what questions to ask when to move prospects all the way. Reading this summary in no way replaces the experience of reading one of the spin selling books. There are five videos from the book spin selling to help you form a holistic. The international best seller that revolutionized highend selling. Consequently, we are shown evidence that disproves the efficacy of various well.
May 16, 2010 understand spin and how to use it during the sales presentation. Spin selling by neil rackham audiobook highbridge audio. Well, it turns out, there is a huge difference between selling lowcost and highcost items. 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. Put into practice todays winning strategy for achieving success in highend sales. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally.
Buy spin selling by neil rackham online at alibris. Robert kalomeer the bestvalidated sales method available today. 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 story takes place in a nice little kingdom, and ignites when a foolish miller brags that his daughter, jane, can spin straw into gold. Spin selling audiobook by neil rackham 9781598872576.
Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. Spin selling at huthwaite international world class organisations require their sales people to be well prepared, intune with customer needs, persuasive, behaviourally subtle, and capable of moving a conversation towards a positive customer commitment. May 16, 2014 the objectives and value of the spin questions needpayoff questions. The book is a fantastic read as it brings a pragmatic, well researched approach to sales conversations that can be immediately applied, not just to sales but to everyday life and consulting as well. In 1988, neil rackham and his company huthwaite, inc. Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Developed from research studies of 35,000 sales calls. Plus, youll get an additional audiobook per month after trial. The objectives and value of the spin questions needpayoff questions. Start a free 30day trial today and get your first audiobook free. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone.
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