Everyday low prices and free delivery on eligible orders. Whether its an old boxset of friends or a cd you dont listen to anymore, we all have dvds and cds cluttering up our homes. The top 4 sales questions the basics of spin selling. 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. 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. Understand spin and how to use it during the sales presentation. No complicated online auctions, no time wasting simply send your cd to the vendor and make money. There are two chemicals at play for both buyers and sellers brains. This is the first publication of results from the largest research project ever undertaken in the sellingskills area. Spin selling explains the science behind consultative selling, or rather, presenting an offer to a potential client, based systematically on the clients painpoints, using a powerful questioning process. Heres the deal, spin is the masters level, qbs is the doctorate level.
I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. The spin selling workbook is spin selling fieldbook if you did an online search for workbook, the search result page highly likely will show you results for field book because thats the original title. In the book he outlines what questions to ask when to move prospects all the way through the buying process. If you ask the wrong questions at the wrong stage the interaction will often stall.
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. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. 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. Larger sales contain a number of intermediate steps that we call advances. How to use spin selling in your sales call 2012 book archive.
Selling your used dvds and cds is a great way to make easy cash while minimizing the clutter in your home. 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. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve the problems your customers or community face. 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. In a twopart series, im going to a distill the lessons from spin that stand the test of. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. Spin selling by neil rackham english compact disc book free shipping.
Spin selling by neil rackham read full summary now. Bonavendi compares prices of more than 20 different vendors and buyback websites. Training programs try audible and get two free audiobooks get the mind map. Spin selling by neil rackham audio book simply audiobooks. Spin selling written by tyna from rotonda west, fl on may 31st, 2005. 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.
This is the third article in a four part series on neil rackams book spin selling. Jun 16, 2019 training programs try audible and get two free audiobooks get the mind map. The science behind why spin selling wins new customers. Finally, this is the book that turned selling from an art into a science. Having the training behind me and having used spin selling techniques in the real world as a. Now these revolutionary, easytoapply methods can be yours. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. We can stream movies and tv shows any time with services like netflix and amazon prime. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. The spin selling fieldbook practical tools methods exercises and resources book summary. Apr 28, 2020 selling your used dvds and cds is a great way to make easy cash while minimizing the clutter in your home. Spin selling by neil rackham 2000, cd, abridged for sale.
Spin selling by author neil rackham is a method that helps you ask the right questions when it comes to selling. Put into practice todays winning strategy for achieving success in highend sales. Spin selling by neil rackham 2000, cd, abridged for sale online. It helps businesses across the globe to improve their sales figures time after time.
Enter spin selling this book delivers where all of those other books have failed. In the process they disproved a number of popular myths about the selling process, and they developed a. Spin selling by neil rackham 1988, hardcover for sale. If you like this book, youll really love secrets of question based selling 2nd edition by thomas freese. 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. If you arent spin selling, its time to start part i. May 18, 2017 however, there is one book i make mandatory for eventups salespeople. Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. Developed from research studies of 35,000 sales calls.
Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Booktopia has spin selling audio cd by neil rackham. In theory, selling is simple, but in an increasingly competitive market and with consumers becoming more informed, adopting a sales methodology can be a differential. Developed from 12 years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top. Spin selling by neil rackham 3 cd set audiobook the best validated sales. Reading this summary in no way replaces the experience of reading one of the spin selling books. Spin selling based on the largest research project ever undertaken in the field over 35000 sales calls over 12 yearss. Sell used cds and make the best deals within seconds.
The books are, in many ways identical, but only in the question format and theory sense. Whether your collection has new releases or timeless classics, its possible to. 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. In its list of the top 10 how to sell books of all time, in 20 inc. Check out our wide selection of cycling music, and keep that heart racing as you achieve your fitness goals. May 16, 2010 understand spin and how to use it during the sales presentation. So, do yourself a favor and buy one of the spin selling books personally i. If you could not listen to the whole cd at one time, you can not pick up where you left off or skip to desired tracks. There are many places where you can sell items like dvds, so we did the research to find you the best options. Free read new releases spin selling audiobookaudio cd abridged 3d free.
Buy a discounted audible edition of spin selling audio cd from australias leading. 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 multiday training program and associated role play that i participated in within the course framework. Rackham went on to introduce his spinselling method. These cds offer new at least to someone with very little sales experience like myself ideas for each stage of the selling process. Selling shows why major sales require a new and different set of skills from. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet.
Buy spin selling by neil rackham online at alibris. 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. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. Buy spin selling book online at low prices in india spin. Spin selling by neil rackham nook book ebook barnes. Spin selling has since gone on to be recognised as one of new york times business bestsellers. 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.
Neil rackham is an author, consultant and academic. 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 lecturer at. However, there is one book i make mandatory for eventups salespeople. Uncommonly good collectible and rare books from uncommonly good booksellers. In 1988, neil rackham and his company huthwaite, inc. This is the first publication of results from the largest research project ever undertaken in the selling skills area. I had a very hard time listening to this audiobook. If youre in salesor if you manage a sales forceyou need the spin strategy. You will always sell your used cds at the best price. No only that, you also can read or download other free book. 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. Spin selling audio cd by neil rackham seller revaluation books.
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. One of the most intuitive books on the market for selling. 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. Free read new releases spin selling audiobookaudio cdabridged 3d free. Spin selling audiobookaudio cdabridged 3d neil author. Spin selling by neil rackham audiobook highbridge audio. Spin selling situation problem implication need payoff by. If you could not listen to the whole cd at one time, you can not pick up where you left off or.