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Download Spin Selling Audiobook

Extended Audio Sample Spin Selling Audiobook, by Neil Rackham
3 out of 53 out of 53 out of 53 out of 53 out of 5 3.00 (1,499 ratings) (rate this audio book) Author: Neil Rackham Narrator: Bob Kalomeer Publisher: HighBridge Company Format: Abridged Audiobook Delivery: Instant Download Audio Length: Release Date: October 2005 ISBN:
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How do some salespeople consistently outsell their competition? Why does closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?

Spin Selling has the answers. Developed from 12 years of research into thousands of sales calls, the Spin strategy is already being used by many of the world's top sales forces. If you're in sales, or if you manage a sales force, you need these revolutionary, easy-to-apply techniques.

With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. And he unfolds the enormously successful Spin strategy, using real-world examples and informative cases. The methods are controversial, and they often go against the grain of conventional sales training. But the powerful evidence Rackham presents will convince and convert you.

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Listener Opinions

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Grant Weaver | 2/20/2014

    " One of the best sales books out there. The SPIN question method works really well. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Jennifer | 2/5/2014

    " Some useful, tactical points in sales. Not particularly applicable to all kinds of sales but insightful at times. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Ben Gowler | 2/1/2014

    " Anyone can sell low cost items, Selling to large accounts is a completely different prospect. This book is fantastic for aiding the transition. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Mike | 1/31/2014

    " Best sales methodolgy around. For anyone who is in sales they should read this book and use it as your sales bible "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Ben Allemann | 1/13/2014

    " Best sales book for consultative selling I have ever read. Period. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Nathan | 1/12/2014

    " This was required reading for work. It's a decent read if your in sales. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Robin Brenizer | 1/12/2014

    " 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. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Pascal Wagner | 1/6/2014

    " 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. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Devin | 1/4/2014

    " Great sales methodology. Just takes a bit too long to explain a simple formula. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Mwylie | 1/3/2014

    " Just so-so. Very boring delivery. "

  • 1 out of 51 out of 51 out of 51 out of 51 out of 5 Suzanne | 12/25/2013

    " This book should be re-titled something along the lines of "Manipulate, trick, and decieve your way to the top!" "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Ash Moran | 11/27/2013

    " 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. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Cory | 11/17/2013

    " Top shelf reading for sales people. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Cameron | 9/5/2013

    " 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... "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Philip | 7/12/2013

    " 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. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Mark | 5/19/2013

    " Much better than Soft Selling In a Hard World. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Doug | 2/5/2013

    " In terms of business books it was good. Had to read it for work. "

  • 1 out of 51 out of 51 out of 51 out of 51 out of 5 Hans Hauge | 4/14/2012

    " this book is completely worthless if you know anything about selling "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Miikka Kukkosuo | 3/5/2012

    " 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. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 John Harris | 1/23/2012

    " Goood basic selling foundation that never changes "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Matt | 1/1/2012

    " Best book on sales, period. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Michael Weening | 12/22/2011

    " 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. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Kristen | 11/5/2011

    " Went through this training at work, the skills you learn help in every day life, negotiations with loved ones etc.... "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Jessica Faulkner Chase | 9/17/2011

    " 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). "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Jack Vinson | 9/4/2011

    " 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. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Bruce | 3/5/2011

    " A dry book, but the principles of this book are the best info and research you will read on sales "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Mathias | 3/2/2011

    " 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. "

  • 2 out of 52 out of 52 out of 52 out of 52 out of 5 Hans | 1/7/2011

    " this book is completely worthless if you know anything about selling "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Mark | 12/16/2010

    " interesting, but not an easy read. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Peter | 12/9/2010

    " Toshiba's selling model...

    effective for c-level

    not so sure about down the street conversations
    "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Jennifer | 12/8/2010

    " Some useful, tactical points in sales. Not particularly applicable to all kinds of sales but insightful at times. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Jack | 11/15/2010

    " 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. "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Devin | 7/19/2010

    " Great sales methodology. Just takes a bit too long to explain a simple formula. "

  • 3 out of 53 out of 53 out of 53 out of 53 out of 5 Nathan | 4/28/2010

    " This was required reading for work. It's a decent read if your in sales. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Mike | 3/4/2010

    " Best sales methodolgy around. For anyone who is in sales they should read this book and use it as your sales bible "

  • 4 out of 54 out of 54 out of 54 out of 54 out of 5 Victor | 8/11/2009

    " A must-read for a high-end salesman. "

  • 5 out of 55 out of 55 out of 55 out of 55 out of 5 Cameron | 2/10/2009

    " 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... "

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