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SPIN Selling by Neil Rackham (1988, Hardcover)

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Spin Selling, Hardcover by Rackham, Neil, ISBN 0070511136, ISBN-13 9780070511132, Brand New, Free shipping in the US Argues that large-scale sales requires different strategies than small-scale sales, and tells how to explain benefits, prevent objections, identify customer needs, and make effective closings

About this product

Product Information

What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?

Product Identifiers

Publisher
Mcgraw-Hill Education
ISBN-10
0070511136
ISBN-13
9780070511132
eBay Product ID (ePID)
34228

Product Key Features

Book Title
Spin Selling
Author
Neil Rackham
Format
Hardcover
Language
English
Topic
Sales & Selling / General
Publication Year
1988
Illustrator
Yes
Genre
Business & Economics
Number of Pages
216 Pages

Dimensions

Item Length
9.3 in
Item Height
0.8 in
Item Width
6.2 in
Item Weight
15.3 Oz

Additional Product Features

Intended Audience
Trade
Lc Classification Number
Hf5438.25.R34 1988
Table of Content
Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.
Copyright Date
1988
Lccn
88-000603
Dewey Decimal
658.85
Dewey Edition
19

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item 1 Spin Selling by Rackham, Neil
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item 5 SPIN Selling - Hardcover By Neil Rackham - VERY GOOD
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4.7

4.7 out of 5 stars based on 23 product ratings

23 product ratings

19 users rated this 5 out of 5 stars
3 users rated this 4 out of 5 stars
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1 users rated this 2 out of 5 stars
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Would recommend

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Most relevant reviews

See all 16 reviews

4 out of 5 stars
by tigers*fireMay 09, 2010
Well writen book, Based on statistics not practical exp
Well written and an enjoyable read for a sales "manual" however the author has no practical experience in sales as a career and bases his system on interviews and "ride alongs" with several successful Salesman. That said, there are some "Gold Nuggets" contained in this book that are useful. I say this as a Professional salesman with 30years experience selling, earning 6 figures average. I have sold both tangibles priced up to 250k per sale and intangibles priced up 500k per sale
5 out of 5 stars
by pezlosMay 27, 2020
A must read for higher end sales professionals
I am in financial sales and the concepts advanced in this book are right on target. It takes more than merely reading this book to put the concept to use, but this book lays it all out clearly. I highly recommend this read for anyone working in "big" sales.
Verified purchase: Yes | Condition: Pre-owned
5 out of 5 stars
by alPlrlEcQJW@Del...Apr 08, 2008
Excellent: Well-written and carefully researched
This book was great!! I'm an undergraduate studying marketing and I'm a marketing intern on campus. My boss told me to read this book before my sales class in the summer. Although this might be a good book to start out with if you're new to selling so you learn how to sell the right way instead of learning bad techniques first, I think you should have experience in sales before you read this book. You will not understand a lot of this if you don't. I had a sales job a couple summers ago and it really helped me to understand what Rackham was talking about in terms of closing, handling objections, explaining features early, etc. I recommend this book to anyone in sales- small or large. It's important to understand that there is a big difference between different sales of different sizes. Even if you are strictly involved in one type of sales, knowing these differences will make you a better salesperson. I really admire how determined Rackham is, even when his research LOOKS extremely positive, he still questions and argues that the research was influenced by other factors. Since he is so quick to question his own research, the research he has done with Huthwaite is that much more credible. Read the Appendix at the end. It's a short book with a lot of valuable information. Please take the time to read it.Read full review
5 out of 5 stars
by tinsandthingsan...Oct 20, 2017
Spin selling
The best book on selling, skills if used from the book not only in your professional life but also can be applied in your personal life. A must read Thanks
Verified purchase: Yes | Condition: Pre-owned
5 out of 5 stars
by oren2959Feb 06, 2010
Spin Selling
Excellent reading for a sales professional - superb tactics and methods. There have been many classes being held for salesman all over to enable them to use the numerous tools of the trade being featured. These principles have been extensively tested in the sales arena and have been found to be quite effective. The tools featured use ethical approaches to working with a prospective client to enduce them into a buying mode. One can read this book over and over from cover to cover and absorb a new concept each time.

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SPIN Selling by Neil Rackham (1988, Hardcover)

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Ratings and Reviews

Most relevant reviews

Well writen book, Based on statistics not practical exp

A must read for higher end sales professionals

Excellent: Well-written and carefully researched

Spin selling

Spin Selling

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