SPIN Selling: Situation Problem Implication Need-Payoff
| Author | : | |
| Rating | : | 4.64 (779 Votes) |
| Asin | : | B06XB35VCH |
| Format Type | : | |
| Number of Pages | : | 552 Pages |
| Publish Date | : | 2015-07-07 |
| Language | : | English |
DESCRIPTION:
"Essential for everyone involved in selling or managing the sales function." -- Journal Of Marketing Management
NEIL RACKMAN is president and founder of Huthwaite, Inc. He is the author of over 50 articles and several books which have been translated into 11 languages.. His organization researches, consults, and gives seminars for over 200 leading companies around the world including Xerox, IBM, AT&T, Kodak, and Citicorp
Amazon Customer said Best book on sales written - not theory but a study of those who are successful at it. There is a science to selling. There are 100 different "systems". I prefer to use a system that actually has been proven over time by successful sales professionals. That is exactly what this book is about. Instead of one high powered sales person creating a system that has worked for them, this book has compiled the key steps based upon interviews with a large number of successful sales professionals. That is the information that I want. Even though the book was written a while ago the principles will always be the same.Xerox adopted this technique "Best book on sales written - not theory but a study of those who are successful at it" according to Amazon Customer. There is a science to selling. There are 100 different "systems". I prefer to use a system that actually has been proven over time by successful sales professionals. That is exactly what this book is about. Instead of one high powered sales person creating a system that has worked for them, this book has compiled the key steps based upon interviews with a large number of successful sales professionals. That is the information that I want. Even though the book was written a while ago the principles will always be the same.Xerox adopted this technique 25 years or so a. 5 years or so a. Rob S said Best Selling Book Out There!. I am a corporate sales professional. I have studied sales and have read many different sales books: zig Ziegler’s, Strategic Selling, Selling to VITO, Little Red Book, Challenger Sale, You inc, Relationship selling, among many others.Neil Rackham has hit one out of the park with SPIN Selling. Once you understand his methodology and what SPIN stand for (Situation, Problem, Implication, Need Pay-off) , I truly believe you can sell the shoes off of someone’s feet. He arms you with many techniques to use on a sales call. On major concept he has is that you, . "Urgently Needs an Update" according to Tank. I found the book poorly structured; the author should have used a very basic outline; instead he rambles on and on in seemingly free-form. The text could have been half as long; the author seems to repeat himself throughout the entire book, stating the same things over and over -- even within chapters -- stating it a slightly different way. It took forever for the author to get to the point -- follow an outline!I found it pretty annoying that in Chapter 7 the author wrote (as in other parts of the book): "but even in the mere 15 years I've been studying selling, I'v
Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.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. The international bestseller that revolutionized high-end selling!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. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.. 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. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conve