• Spin Selling
  • Spin Selling
  • Spin Selling
  • Spin Selling
ISBN: 0070511136
EAN13: 9780070511132
Language: English
Release Date: May 22, 1988
Pages: 197
Dimensions: 0.94" H x 9.06" L x 6.06" W
Weight: 1.01 lbs.
Format: Hardcover
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Book Overview

This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling
--Journal of Marketing Management

The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field.
--Industry & Commerce

This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession.
--Sales Techniques

The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales.
--Business Executive

This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling.
--Business Graduate

Almost anyone could learn something from this book. Essentially, it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable.
--Sales and Marketing Management

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Book Reviews (10)

5
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5
   This is a must for any salesperson
It's a French curve: talk about turning sales into its head. It used to be ABC - Always Be Closing, but now Rackham has turned that on its side. The scientists behind the new technology say it is based on sound research. Tibor has a solution: Take the challenge and apply some of its principles. You will sell more.
 
3
   I love this book - I used it in all of ...
There are some good examples of how this could be done, but I wish there were specific cases that tied more directly to our industry.
 
5
   Very practical
Selling to the world's top sales executives, Connelly's book is a must-have reference for major accounts. I'm a huge fan of the Beatles, and I love it very much.
 
5
   An excellent book for complex sales
I particularly liked the need section in the end-of-the-article form. Suggestion: Combining this book with Miller Heinemann's Strategic Selling and Conceptual Selling. This will allow one to craft out strategy, communications and even pre-meeting strategies. I use it for multimillion dollar technology deals, Raymond said. The three allow you to develop real value selling I have been using these around the world, Mr. Dhaliwal said.
 
4
   Very interesting approach. I've used the findings in this book and seen positive results.
I find the book very effective and recommend it to anyone. Selling in a positive light has changed my approach to selling.
 
3
   Really not that great
Second, I really like the idea that his approach was to study sales and research it from an academic standpoint, rather than just using anecdotal evidence which I believe most sales are based on. It's a pity the original six-line introduction was cut to one paragraph. For low priced items, being pushing and using closing techniques can work, but it doesn't work for higher priced items, he said. I'm currently on chapter 6, and almost all of the examples are of people selling to businesses. If you are a realtor, car salesman, retail investment sales person, you may or may not apply. He spends 99.9% of the time on what doesn't work. I just want to know what works.
 
5
   Best Book For Effective Selling
I've read this book twice and plan on reading it several times until I master the Spin technique of asking questions. Selling has always been an awkward proposition for me, Mr. Rule told the judge. I've always hated high pressure sales methods which often cost people some of their best relationships, he said. Following the SPIN method, salespeople are encouraged to become more than just a money seeker. Yes, we are all in sales to make money but the most important thing is to provide a service for others, he said. The SPIN method will help you become a problem solver. What a great deal of salesmanship! Anyone who has a desire to make money through sales by helping others discover the impact of problems their having and then offering solutions to their problems should definitely consider this book. It's just that they call it quits."
 
3
   Out of date
Walgreen's chief operating officer, Steve Ratliff, said the company made "good progress" with large sales. I have every reason to believe that this was a bad deal, confirmed most of the negative aspects of high pressure sales. Brand new York University Press was launched in 1974-75, written before the internet.
 
5
   Great book! A must read for sales.
The book is a great example of how science can be used to build great sales strategies. It's just that you dont leave it out of your library.
 
5
   The definitive b2b sales text
Or you can go to youtube or google the best sales books and see what sales professionals recommend. One book you will find at the top of the pile is this. I have read a lot of sales books focusing on the b2b arena and the vast majority of you see the route back to the concepts made in this book.
 
1