Almost all existing books on selling have used models and methods that were developed in lowvalue, onecall sales. You transition through four different types of questions. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. I hope you enjoy, if you do, join the club of wisdom. This book is licensed under a creative commons byncsa 3. Each path is designed to provide you with a comprehensive learning journey to optimise skill transfer and give maximum return on your investment.
The top 4 sales questions the basics of spin selling. Become a sales master with 4 easy questions spin selling. It teaches you how to lead conversations with customers. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. Discover the best american history in best sellers.
There was a section on learning skills as opposed to learning knowledge. If you arent spin selling, its time to start part i. There was a section on learning skills as opposed to learning knowledge, which i. He is a leading authority on consultative selling, an approach he pioneered and documented in a bestselling book spinselling which introduced a new. A strategy for learning the spin behaviors 155 a final word 159 67 88 99 99. Published in 1988, spin selling did what very few books do today. Neil rackham, author of spin sellling, on combining sales. There was a section on learning skills as opposed to learning knowledge, which i found very interesting and useful. There was a section on learning skills as opposed to learning knowledge, which i found. The 9 best books about sales and selling selling to the csuite. The international bestseller that revolutionized highend selling. Spin selling is a book that was first published in 1988 by neil rackham. Spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. Buy spin selling book online at low prices in india spin selling.
Spin selling is simply a framework of questions to help navigate asales call. Whats happened is marketing is that its not standing up too well to the harder times and there are a lot of marketing people out there just looking for. Everything in this animated book summary is directly pure value from neil rackhams book spin selling. 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. These are questions designed to get to the heart of a discovery calland allows both the prospect and sales person to better discover if there is a good fit for the sale. How to use spin selling in your sales call 2012 book archive. The spin strategy situation questions 67 problem questions 69. This is how to use spin selling in your sales call, section 10. Rackham and his team at huthwaite corporation analyzed 35,000 sales calls. Find the top 100 most popular items in amazon books best sellers. It backed tips with original research what a thought. Understand spin and how to use it during the sales presentation. This book should be essential reading for everyone involved in selling or. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling high value.