Rackham went on to introduce his spin selling method, where spin describes the pdf whole selling process situation questions, problem questions, implication questions, needpayoff questions. However, there is one book i make mandatory for eventups salespeople. Spin selling by author neil rackham is a method that helps you ask the right questions when it comes to selling. Vortex tells the story of turk findley, the protagonist introduced in axis, who is transported 10,000 years into the future by the mysterious entities called the hypotheticals. Spin selling by neil rackham audio book simply audiobooks. Enter your mobile number or email address below and well send you a link to download the free kindle app. Put into practice todays winning strategy for achieving success in highend sales. My team at huthwaite analyzed more than 35,000 sales calls, over a period of 12 years, to provide the hard facts on successful selling that youll read here.
The spin selling fieldbook by neil rackham overdrive. Why do closing techniques work in small sales but fail in larger ones. Spin selling audiobook by neil rackham 9781598872576. I am in direct, inhome consumer sales and this book has helped me refocus my questioning technique to a finer art. This is the third article in a four part series on neil rackams book spin selling. For recommendation, hes a flashy, energetic child and, for a very long time, i had a difficult time convincing him to check out for pleasure. A number of years back, when he was 7, i handled to reel him in with comics in the fantasy category. I cannot hope to cram 200 pages of sales wisdom into a 10 page. Posting your book on acx means that if and when your book is made into an audiobook, the finished audiobook will be available to consumers on all of audibles retail channels, currently, and itunes. Spin selling page 4 of 12 advances are those times, either in a call or after it, which moves the sale forward toward a decision. Find the top 100 most popular items in amazon kindle store best sellers. Spin selling by neil rackham audiobook try our site with free audio books.
O melhor resumo do livro spin selling outbound marketing. Robert kalomeer the bestvalidated sales method available today. Unquestionably the bestdocumented account selection from spin selling audio book video. A reading of the complete text is described as unabridged, while readings of a shorter version, or abridgement of the text are labeled as abridged. If you like 1 month unlimited audiobook listening 12. Buy spin selling audiobookaudio cdabridged 3d by isbn. I enjoyed this audiobook very much, and i would have enjoyed seeing a direct sequel, rather than a spin off novel with the same premise and a different lead character. Spin situation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. In the book he outlines what questions to ask when to move prospects all the way through the buying process. With wit and authority, neil rackham explains why traditional. How can salespeople dramatically increase their sales volume from major accounts.
Spin selling 1988 distills the authors 12 years of research and 35,000 sales calls into a coherent and applicable sales strategy that is guaranteed to bring success to any diligent salesperson. Listen to our selection of audiobooks in portuguese. Now these revolutionary, easytoapply methods can be yours. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, hands on field book that provides the practical tools you need to put this revolutionary.
Spin is a science fiction novel by americancanadian writer robert charles wilson. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary method into action immediately. When i worked in sales, i remember that my coach always said. While these questions are easy to ask, they bring little value to the buyer and can certainly aggravate him if too many of these questions are. The aim is for you to apply its sales strategy for achieving the best results in highend selling at least thats what stated at the back of the book. Then you can start reading kindle books on your smartphone, tablet, or computer. By closely examining over 35,000 sales calls, he shows a correlation between asking questions and the successful sale.
Developed from twelve years of research into 35,000 sales calls, spin situation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Mar 01, 2015 spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. 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. Spin selling spin selling audiobook, by neil rackham. Listen to thousands of best sellers and new releases on your iphone, ipad, or android. In this case, the path is turning a prospect into a customer. This acronym represents four different types of questions. Jim ryerson spin selling pdf ebook spin selling 1 download spin selling pdf ebook study on the web and download ebook spin selling. The spin selling fieldbook practical tools methods exercises and resources book summary. Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. In this book is a solid layout of how you should structure your sales calls, and not only that, but data to back up their claims and examples to on how to lead. Spin selling audiobook by neil rackham rakuten kobo.
Spin is a hugo award winner that wonders what would happen if the earth were forced to remain as it is while the universe around us aged at approximately 100 million years per earth year. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. Everyday low prices and free delivery on eligible orders. Highbridge audio is a division of recorded books, inc. Choose your countrys store to see books available for purchase. Aug 26, 2012 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 opportunity, says neil rackham, author. It was published in 2005 and won the hugo award for best novel in 2006. With wit and authority, neil rackham explains why traditional sales models dont work for large sales. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. In this future, humanity exists on a chain of planets connected by hypothetical gateways.
Neil rackhams classic book, spin selling, is a sales howto book. Enter spin selling this book delivers where all of those other books have failed. Developed from 12 years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Downloading these free of charge spin selling ebooks may well make book publishers sad over their lost earnings but they wont send an armada of lawyers following you.
This book is essential if you sell to businesses or sell high valueadded products. Collect facts and background data about the customers existing situation that is relevant to your products and services. In this book is a solid layout of how you should structure your sales calls, and. This simple action makes your path completely clear. Jun 26, 2017 condensed books has brought to you this first video in selling. Spin selling by neil rackham audiobook highbridge audio. You can guess by the subject that field book lines up the strategy for you to put spin selling technique into practice. If you could not listen to the whole cd at one time, you can not pick up where you left off or skip to desired tracks. Spin selling by neil rackham read full summary now. Youll learn why traditional sales methods are limited while exploring the benefits of the spin strategy when approaching small and large sales opportunities.
Spin selling and millions of other books are available for instant access. Buy spin selling book online at low prices in india spin. Listen to spin selling by neil rackham available from rakuten kobo. This is the first publication of results from the largest research project ever undertaken in the selling skills area. Buy spin selling by neil rackham online at alibris. Situation problem implication needpayoff audible audiobook. Spin selling the large sale neil rackham written by neil rackham format. Snap selling speed up sales and win more business with todays frazzled customers audiobook. A clearance that will get you in front of a higher level of.
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. Learn vocabulary, terms, and more with flashcards, games, and other study tools. There are five videos from the book spin selling to help you form a holistic view of sales process. The international bestseller that revolutionized highend selling. How do some salespeople consistently outsell their competition. Start a free 30day trial today and get your first audiobook free. Rackham does a fine job of dispelling the myth of the 1920s straw hat tactics used by the loungelizard sales forces. Free audio books in portuguese that you can download in mp3, ipod and itunes format for your portable audio player. May 16, 2014 the objectives and value of the spin questions situation questions.
Developed from research studies of 35,000 sales calls. If you ask the wrong questions at the wrong stage the interaction will often stall. So, do yourself a favor and buy one of the spin selling books. Situation problem implication needpayoff audible audiobook unabridged. It is the first book in the spin trilogy, with axis the second published in 2007 and vortex published in july 2011. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. If you arent spin selling, its time to start part i forbes. Spin selling written by tyna from rotonda west, fl on may 31st, 2005. Its written from the perspective of a character who isnt a scientist, but a doctor, so the sf stuff is dumbed down a bit, but not offensively so. Buy spin selling book online at best prices in india on. 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. I had a very hard time listening to this audiobook.
Discover the best portuguese ebooks in best sellers. An audiobook or talking book is a recording of a book or other work being read aloud. Livro alcancando a excelencia em vendas spin selling neil. Developed from twelve years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Neil rackham, author of spin sellling, on combining sales and. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Reading this summary in no way replaces the experience of reading one of the spin selling books. 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. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. This book was an optional text for a college level course on personal professional selling. These three leading digital retailers reach the vast majority of audiobook buyers. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts.
1391 524 150 1469 368 372 1291 1036 598 155 886 337 670 1271 1130 1379 1135 1363 502 707 52 1470 1153 1205 455 1069 754 1397 1303 1270