Play Audiobook Sample
SPIN Selling (Abridged) Audiobook
Play Audiobook Sample
(3.02) - 1,538 listener ratings
Quick Stats About this Audiobook
Total Audiobook Chapters:
Longest Chapter Length:
Shortest Chapter Length:
Average Chapter Length:
Audiobooks by this Author:
Publisher Description
How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
Download and start listening now!
"Great book when it came out. It provided observational evidence that asking questions about customer dissatisfactions work. However, it is limited in that it misses a lot of other skills that are required when selling. But it is a good read for those in sales. Some reviewers believe this to be a technique that is easy to see through. It is, if you use it as a technique, and not as a way to diagnose issues. That is where the model falls a bit short. Just leave the "N" out and the questions are solid. It feels a bit manipulative and is transparent as a "technique" if not used in a customer-focused fashion."
— Robin (4 out of 5 stars)
Awards
-
Nominated for the 1999 Audie Award for Business Information
SPIN Selling Listener Reviews
-
—
Donna Marino, 1/14/2022
-
—
Dorian Frungillo, 11/7/2019
-
" One of the best sales books out there. The SPIN question method works really well. "
— Grant, 2/20/2014 -
" Some useful, tactical points in sales. Not particularly applicable to all kinds of sales but insightful at times. "
— Jennifer, 2/5/2014 -
" Anyone can sell low cost items, Selling to large accounts is a completely different prospect. This book is fantastic for aiding the transition. "
— Ben, 2/1/2014 -
" Best sales methodolgy around. For anyone who is in sales they should read this book and use it as your sales bible "
— Mike, 1/31/2014 -
" Best sales book for consultative selling I have ever read. Period. "
— Ben, 1/13/2014 -
" This was required reading for work. It's a decent read if your in sales. "
— Nathan, 1/12/2014 -
" Definitely one of the most fundamental books about selling. A great introductory book about learning to sell. The MUST read book if you are learning to do customer or product discovery. "
— Pascal, 1/6/2014 -
" Great sales methodology. Just takes a bit too long to explain a simple formula. "
— Devin, 1/4/2014 -
" Just so-so. Very boring delivery. "
— Mwylie, 1/3/2014 -
" This book should be re-titled something along the lines of "Manipulate, trick, and decieve your way to the top!" "
— Suzanne, 12/25/2013 -
" Thoroughly-researched, empirical look at sales of complex services. A very clear, practical guide. I recommend Trust-Based Selling Using Customer Focus and Collaboration to Build Long-Term Relationships as a companion. "
— Ash, 11/27/2013 -
" Top shelf reading for sales people. "
— Cory, 11/17/2013 -
" Generally not a fan of sales books, but this was the best one that I've read yet. That may be faint praise, but whatever... "
— Cameron, 9/5/2013 -
" Great book for anyone involved in sales where the $$ amount is higher than a photo copying machine. I liked the concepts, the research, the delivery - great book. "
— Philip, 7/12/2013 -
" Much better than Soft Selling In a Hard World. "
— Mark, 5/19/2013 -
" In terms of business books it was good. Had to read it for work. "
— doug, 2/5/2013 -
" this book is completely worthless if you know anything about selling "
— Hans, 4/14/2012 -
" Good introduction to differences between small and large sales. Introduces a rather well-researched and proven sales process for large sales, the learning of which would require quite a lot of effort and likely more material/training than just this book. "
— Miikka, 3/5/2012 -
" Goood basic selling foundation that never changes "
— John, 1/23/2012 -
" Best book on sales, period. "
— Matt, 1/1/2012 -
" One of my Top 5 sales books on effective questioning. No sales rep should be allowed to speak with a client until they have read this book. "
— Michael, 12/22/2011 -
" Went through this training at work, the skills you learn help in every day life, negotiations with loved ones etc.... "
— Kristen, 11/5/2011 -
" This is a good tactic if you are selling a direct to consumer product. It's harder to implement for a business to business (B2B) play, but it's a good tactic for business to consumer (B2C). "
— Jessica, 9/17/2011 -
" Not officially a Theory of Constraints book, but my colleagues at P3 Consulting Group reference it often. Good stuff! SPIN = Situation Problem Implication and Need-Payoff all in the form of questions. "
— Jack, 9/4/2011 -
" A dry book, but the principles of this book are the best info and research you will read on sales "
— Bruce, 3/5/2011 -
" Great book. I've heard from many of my friends who are in sales that this is one of the best books out there. The advice is very commonsensical and is backed up with loads of research. "
— Mathias, 3/2/2011 -
" this book is completely worthless if you know anything about selling "
— Hans, 1/7/2011 -
" interesting, but not an easy read. "
— Mark, 12/16/2010 -
" Toshiba's selling model...<br/><br/>effective for c-level<br/><br/>not so sure about down the street conversations<br/> "
— Peter, 12/9/2010 -
" Some useful, tactical points in sales. Not particularly applicable to all kinds of sales but insightful at times. "
— Jennifer, 12/8/2010 -
" Not officially a Theory of Constraints book, but my colleagues at P3 Consulting Group reference it often. Good stuff! SPIN = Situation Problem Implication and Need-Payoff all in the form of questions. "
— Jack, 11/15/2010 -
" Great sales methodology. Just takes a bit too long to explain a simple formula. "
— Devin, 7/19/2010 -
" This was required reading for work. It's a decent read if your in sales. "
— Nathan, 4/28/2010 -
" Best sales methodolgy around. For anyone who is in sales they should read this book and use it as your sales bible "
— Mike, 3/4/2010 -
" A must-read for a high-end salesman. "
— Victor, 8/11/2009 -
" Generally not a fan of sales books, but this was the best one that I've read yet. That may be faint praise, but whatever... "
— Cameron, 2/10/2009
About Neil Rackham
Neil Rackman is president and founder of Huthwaite, Inc. His organization researches, consults, and gives seminars for over 200 leading companies around the world including Xerox, IBM, AT&T, Kodak, and Citicorp. He is the author of over fifty articles and several books.