This is the first publication of results from the largest research project ever undertaken in the sellingskills area. Chantal is the author of the best selling books dragons lair, maybe this time and many more. Jan, 2009 spin selling by neil rackham, 97800705112, available at book depository with free delivery worldwide. Pooja k gouse mahender pgpss0709sec b spin selling is a hurt and rescue approach. 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. You will learn why traditional sales methods which were developed for small consumer sales, just wont work. This is the first publication of results from the largest research project ever undertaken in the selling skills area. Become a master closer and increase your sales and income by learning how to always turn that no into a yes complete volume. To make this work, you have to ask your buyer a lot of questions, let him do most of the talking, and give his responses your full attention. In spin selling, rackham, who has advised leading companies such as. Spin selling 97800705112 by neil rackham and a great. Buy spin selling book online at low prices in india spin. This quiz is meant to ensure that the team is prepared for the training on spin selling before the commercial meeting.
Learn the principles of spin selling, get a summary of the book, and more. Spin selling teaches why traditional sales models dont work for larger sales. The book is very well written, reaffirming the things you learn as you go through, this doesnt feel irritating. The science behind why spin selling wins new customers. 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. These questions get to the heart of spin selling and are not trick questions. Book depository books with free delivery worldwide. Neil rackham is an author, consultant and academic. 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 actionimmediately. That summarizes what youll find in the spin selling workbook. The international bestseller that revolutionized highend selling. In a punditfilled internet, rackhams book is timelessly refreshing. Neil rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. One of the top sales books is unquestionably neil rackhams spin selling.
Put into practice todays winning strategy for achieving success in highend sales. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. A good portion of the book deals with how to ask questions in order to obtain a sale. So, do yourself a favor and buy one of the spin selling books personally i. Spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. One of the most intuitive books on the market for selling. This is the third article in a four part series on neil rackams book spin selling. How to use spin selling in your sales call 2012 book archive. It helps businesses across the globe to improve their sales figures time after time.
Free delivery worldwide on over 20 million books we use cookies to give you the best possible experience. It is expected that you will complete this test without the book. Explaining the types of sales questions is an integral of spin selling. Spin selling by neil rackham read full summary now. Practical tools, methods, exercises, and resources. This book is packed with easytomake activities to make fundamental skills of reading, writing, math, science, music, art, and social studies fun. Spin works from the theory that relationship selling is customercentric. 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 3 grammar 97814080612 by national geographic and a great selection of similar new, used and collectible books available now at great prices. It requires you to adapt your selling process to your customer, and it delivers personal solutions. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally.
I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. It is 208 pages packed with 100 learning games and each game has 3 alternate game ideas. The other book on selling is an oldie but goldie, never goes away. By using our website you agree to our use of cookies. Practice sessions that prepare you for the real selling situations. The book spin selling is not like all the other selling books that have been published in the past. 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. May 26, 2000 spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. Open sales training courses from huthwaite international. Find all the books, read about the author, and more. 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. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year. The spin is an acronym for the types of questions to ask.
You will learn why traditional sales methods which were developed. Discover book depositorys huge selection of neil rackham books online. How to use spin selling in your sales call sales ba 121. Spin selling is not a real estate investing book, rather it is a sales book. In the book he outlines what questions to ask when to move prospects all the way through the buying process. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. We use cookies to give you the best possible experience. That means, there is really a total of 400 learning games for your kids to make and play. You will learn why traditional sales methods which were developed for small. Spin selling by neil rackham, 97800705112, available at book depository with free delivery worldwide.
Types of questions spin selling proposes there are four types of questions, thus spin stands for. You find their problem and hurt them by exposing the terrible things that might happen spot the use of tension. If you arent spin selling, its time to start part i. In order to complete the prework it is necessary to achieve an 80% or higher on this test. With realworld examples, informative cases and clear lessons learnt, the book develops on what turns into a successful spin strategy. Reading this summary in no way replaces the experience of reading one of the spin selling books.
Its the one when a founder is trying to learn how to sell, belly. Enter spin selling this book delivers where all of those other books have failed. Practical tools, methods, exercises and resources by neil rackham, 9780070522350, available at book depository with free delivery worldwide. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Rackham went on to introduce his spin selling method. Mostly all other selling books only talk about sales on a small scale but in the new age we have to learn new techniques. If the value of your product or service is small, you can carry on wi i have spent many unnecessary minutes on books written on a blemished premise. You need all the added advantage you can get to increase your sales and revenue, and that makes this selling course something favorable for you to attend to. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales.
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. 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. 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. Spin 1 teachers resource pack 9781408060957 by cengage learning and a great selection of similar new, used and collectible books available now at great prices. The all time best books on sales the ultimate curated list. Credibility and insight is drawn from actual research. 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. Book depository is the worlds most international online bookstore offering over 20 million books with free delivery worldwide. Even for software engineers who may have no intention to sell.
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