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SPIN Selling (Abridged) Audiobook
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(3.02) - 1,538 listener ratings
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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.
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"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
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Nominated for the 1999 Audie Award for Business Information
SPIN Selling Listener Reviews
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Donna Marino, 1/14/2022
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Dorian Frungillo, 11/7/2019
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" 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
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.