Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential listening for anyone involved in selling or managing a sales force. With realworld examples, informative cases and clear lessons learnt, the book develops on what turns into a successful spin strategy. Spin is a science fiction novel by americancanadian writer robert charles wilson. To know where youre going means you need to know where you came from. Spin selling research 40 years ago, several major multinationals, including british airways, asked us to research how major sales are made. Feb 17, 2015 spin selling fieldbook neil rackham 1.
Strong carried out pioneering studies of small sales that introduced such new ideas to selling as features and benefits. The international best seller that revolutionized highend selling. About author neil rackham is a speaker and writer on sales and marketing. You find their problem and hurt them by exposing the terrible things that might happen spot the use of tension. Author neil rackhams background in research psychology led to the breakthrough spin selling and several other timeless sales books. This is the update to mike bosworths early 90s classic, solution selling. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year, one million. Ever since i improved my reading speed from 300 to 480 wpm, i have been on a mission to read more books. Spin selling situation problem implication need payoff by. In its list of the top 10 how to sell books of all time, in 20 inc. Understand spin and how to use it during the sales presentation. Spin selling has since gone on to be recognised as one of new york times business bestsellers. Dale carnegies how to win friends and influence people, published in 1934 and frank bettgers how i raised myself from failure to success in selling, 1940.
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. Explaining the types of sales questions is an integral of spin selling. Spin selling by neil rackham audiobook highbridge audio. Neil rackham is an author, consultant and academic. Larger sales contain a number of intermediate steps that we call advances. Situation problem implication needpayoff from the worlds largest community of readers. This book is essential if you sell to businesses or sell highvalue products, the. If youre a b2b salesperson, youve probably heard about spin. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. 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.
Each step advances the customers commitment toward the final decision. Almost all existing books on selling have used models and methods that were developed in lowvalue, onecall sales. So, do yourself a favor and buy one of the spin selling books personally i. These are the 10 books i consider essential for salespeople. In 1988, neil rackham and his company huthwaite, inc. May 18, 2017 published in 1988, spin selling did what very few books do today. Finally, this is the book that turned selling from an art into a science. 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. It helps businesses across the globe to improve their sales figures time after time. The international bestseller that revolutionized highend selling. If you arent spin selling, its time to start part i forbes. Mostly all other selling books only talk about sales on a small scale but in the new age we have to learn new techniques.
The top 4 sales questions the basics of spin selling. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Sales eq begins where the challenger sale, strategic selling, and spin selling leave off. The objectives and value of the spin questions needpayoff questions. Practical tools, methods, exercises and resources edition 1. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. Neil rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. There are two chemicals at play for both buyers and sellers brains. The book spin selling is not like all the other selling books that have been published in the past. An interesting book i have found useful in my sales efforts is neil rackams spin selling.
Spin selling neil rackham this may be the best selling book of all time. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Spin selling will teach you a process designed to help you successfully sell highvalue products and services to business buyers. In the process they disproved a number of popular myths about the selling process, and they developed a sales model of their own, which they called spin. Find all the books, read about the author, and more. Learn the principles of spin selling, get a summary of the book, and more.
Credibility and insight is drawn from actual research. Spin selling is based on extensive research by rackham and his company, huthwaite. So, too, with spin selling methodology fantastic grounding at the time. Essentially,it is about success, and without this, no sales organization can survive. In a punditfilled internet, rackhams book is timelessly refreshing. One of the most intuitive books on the market for selling. When the needpayoff questions are asked too early in the sales call, the customer is naturally suspicious. The most important thing about selling is not the closing itself but helping the.
His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. The science behind why spin selling wins new customers. In the book he outlines what questions to ask when to move prospects all the way through the buying process. One of the top sales books is unquestionably neil rackhams spin selling. Dale carnegies how to win friends and influence people, published in 1934 and frank bettgers how i raised myself from failure to success in selling. To see what your friends thought of this book, please sign up. It was published in 2005 and won the hugo award for best novel in 2006. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. The all time best books on sales the ultimate curated list. Among the popular methodologies, this happens to be a favorite. 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.
Try selling a cassette to someone who has an ipod nothing wrong with the cassette because at the time, that was the epitome of success. Read this book if you want to conquer one of the classic selling systems. Practical tools, methods, exercises, and resources 1st edition. Explaining the types of sales questions is an integral of spin selling credibility and insight is drawn from actual research. Buy spin selling by neil rackham online at alibris. May 16, 2010 understand spin and how to use it during the sales presentation.
It is the first book in the spin trilogy, with axis the second published in 2007 and vortex published in july 2011. Mar 26, 2014 and leaders, does that mean you are spending resources on training your salespeople in a language that is outdated. To ask other readers questions about spin selling, please sign up. If you dont have enough time to read them all, you can start by reading some summaries and then go deeper in those that could be more helpful to you. Spin selling teaches why traditional sales models dont work for larger sales. 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.
Published in 1988, spin selling did what very few books do today. If you ask the wrong questions at the wrong stage the interaction will often stall. 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. Apr 18, 2017 spin selling is only part of the solution.
Rackham and his team at huthwaite corporation analyzed 35,000 sales calls. 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. They challenged us to define, once and for all, the skills used by the most effective sales professionals around the world. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. Neil rackman is president and founder of huthwaite, inc. Buy spin selling book online at low prices in india spin. Spin selling 1st edition neil rackham routledge book. And leaders, does that mean you are spending resources on training your salespeople in a language that is outdated. Rackham went on to introduce his spinselling method.
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. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Reading this summary in no way replaces the experience of reading one of the spin selling books. If you arent spin selling, its time to start part i. Spin selling by neil rackham and a great selection of related books, art and collectibles available now at. Were taking a look at the acronym of spin in this post. It backed tips with original research what a thought. Logistics, doug waggoner, suggested this book about ten years ago. 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. Applying a sales methodology to your selling gives you a tried and true advantage, and enables you to plan your work and work your plan. Spin selling by neil rackham not all sales are the same. Jul 20, 2018 about for books the spin selling fieldbook.
After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional. Pooja k gouse mahender pgpss0709sec b spin selling is a hurt and rescue approach. With realworld examples, informative cases and clear lessons learnt, the book develops on what turns into a. If you are a seller for this product, would you like to suggest updates through seller support. With spin selling questions, you have drawn out the explicit needs of the customer now, show how your product meets these needs and only these needs samples you asked for quick turnaround, we can get you a complete and outfitted building assembled on site in 4 6 weeks. Needpayoff questions are intended to develop the buyers desire for a solution to their problems. Successful people ask a lot more questions during sales calls than do their less successful colleagues. Two things that make this book different is that it talks about sales on a larger scale and it contains data from several years of research on sales that can be very helpful. Spin selling by neil rackham summary freshsales blogs.
We found that these less successful people tend to do most of the talking. Yes, there are some changes in todays sales conversation, but the spin method is actually rooted in solid foundations that are all about digging deeper. Spin selling by neil rackham nook book ebook barnes. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. The spin selling methodology was developed by neil rackham after 12 years of. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year. From the concert stage to the dressing room, from the recording studio to the digital realm, spin surveys the modern musical landscape and the culture around it with authoritative reporting, provocative interviews, and a discerning critical ear. In the process they disproved a number of popular myths about the selling process, and they developed a. Needpayoff questions, certainly the most difficult. Three of his books have been on the new york times best seller list and his works have been translated into over 50 languages.
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