It started as an online marketplace for books but expanded to sell electronics. This is the stage with the strongest influence on overall call success at the heart of the investigating stage are the questions that you are asking the customer. The book spin selling by neil rackham,examines selling highvalue product and services. Jun 22, 1996 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally.
And because the conversations are thoughtprovoking, your reps organically learn a lot more about their prospects. On average we discover a new book depository discount code every 6 days. Spin selling discusses the authors research on how to obtain guaranteed sales. This spin selling summary will save 6 hours and win you jobs. That doesnt automatically translate into sales, but at least your book can be found via a search on the book depository website.
He shows you how to apply the tools and techniques to your own selling situation, using practical, skillbuilding exercises incorporated into each chapter. Spin selling sales training and courses spin selling. Put into practice todays winning strategy for achieving success in highend sales. Were proud to offer millions of titles, all at incredible prices with worldwide delivery to over 100 countries. Customers will only be motivated to buy something if they identify theres a need. Spin r selling by neil rackham, 9780566076893, available at book depository with free delivery worldwide. 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. He ran the largest study on the subject ever done so far, counting with more than 30 researchers who studied 35,000 sales leads in more than 20 countries. With regards to the product range, achieves the greatest part of its ecommerce net sales in the electronics.
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. Rackham proved in the spin selling book that top sales people ask 10x more need payoff question than average. So, do yourself a favor and buy one of the spin selling books personally i prefer the spin selling fieldbook or better still attend one of the sales courses they run. It comes from neil rackhams best selling book spin selling that is based on 12 years of research and analysis of more than 35,000 sales calls. This is the stage with the strongest influence on overall call success at the heart of the investigating stage. If investigations can be the biggest dealbreaker, so. Dont sell and keep taking peoples money for a book you clearly, dont have, dont stock and know its a limited number of books. The idea behind the technique lies in asking the right. Spin selling book summary pdf by neil rackham two minute.
Spin selling audiobook by neil rackham 9781598872576. By following the simple, practical, and easytoapply techniques of spin, you will be able to. The most important advance in selling for many years. To develop the spin methodology, neil created a scientific research that looked at and measured the behaviors of sellers and buyers. Ready to learn the most important takeaways from spin selling in less than two minutes. Ships from and sold by the book depository limited, from outside singapore. By closely examining over 35,000 sales calls, he shows a correlation between asking questions and the successful sale. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve the problems your customers or community face. You transition through four different types of questions. After more than 12 years of research and making 35,000 sales calls, academic neil rackham authored spin selling a guide on how to ask good questions in the right order, use. If you ask the wrong questions at the wrong stage the interaction will often stall. Listen to spin selling by neil rackham available from rakuten kobo. Why questions matter in selling a synopsis of spin selling. Book depository couponswethrift currently has 2 active discount codes for book depository.
It teaches you how to lead conversations with customers. For spin selling, neil rackham studied more than 35,000 sales calls made by. Book depository is the worlds most international online bookstore offering over 20 million books with free delivery worldwide. One of the most intuitive books on the market for selling. Discover book depository s huge selection of united states books online. 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. A good portion of the book deals with how to ask questions in order to obtain a sale. Spin selling is not a real estate investing book, rather it is a sales book. Free delivery worldwide on over 20 million books we use cookies to give you the best possible experience. There are four key components to completing a sales pitch successfully. Feb 18, 2021 book depository is the worlds most international online bookstore offering over 20 million books with free delivery worldwide.
Enter spin selling this book delivers where all of those other books have failed. Published by syracuse university press, united states 2016. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. List your book on the book depository aishah macgill. Feb 17, 2015 introduction the spin selling fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cuttingedge guide. Nov 23, 1995 spin r selling by neil rackham, 9780566076893, available at book depository with free delivery worldwide. If your book is listed on either of these databases, the book depository will list your book. 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.
This is the third article in a four part series on neil rackams book spin selling. Spin selling training provides you with the questions and skills to uncover buyer needs and overcome hesitations and objections, which results in an outcome thats better for. In an effort to learn more about selling and sales i picked up spin selling by neil rackham and bob kalomeer. Reading this summary in no way replaces the experience of reading one of the spin selling books. Practical tools, methods, exercises, and resources. In this book is a solid layout of how you should structure your sales calls, and. Buy a cheap copy of spin selling book by neil rackham. Why questions matter in selling a synopsis of spin. Spin selling forces your reps to thoroughly research their prospects and come up with thoughtprovoking, unique questions that are strategically positioned throughout the selling stages. Whatever your interest or passion, youll find something interesting in our bookshop full of delights. Oct 09, 2017 spin selling summary practice makes perfection. Selling conversations is a researchbased, advanced questioning program that combines spin selling s proven methodology with todays bestpractices in b2b selling. 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. So ask as many as you can, maybe even more than you think is necessary.
Well, the book depository only offers free shipping almost worldwide. This is when you talk about solutions to the problems you have identified. 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 term originates from a book of the same title that was published 30 years ago. Neil rackhams classic book, spin selling, is a sales howto book. Put into practice todays winning strategy for achieving. Oct 09, 2018 spin selling is quite an old concept, yet its being popularised again these days. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. In the book he outlines what questions to ask when to move prospects all the way through the buying process. 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 actionimmediately. Spin selling is a book that was first published in 1988 by neil rackham. Book depository previously the book depository is a ukbased online book seller with a large catalogue offered with free shipping to over 160 countries.
Spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. Great news for indies, if your book is pod, print on demand, the book depository will list and sell your book. Our latest discount code was discovered on march 23, 2021. There are many online sellers who offer to buy from bd and other us online stores for. This spin selling summary will teach you how to ask the right questions and really understand peoples needs to make more sales. This acronym represents four different types of questions. Spin selling eliminates ambiguity and struggle in closing. How do some salespeople consistently outsell their competition.
In his unapologetic and irreverent style, keenan breaks down the tired old sales myths causing todays frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Sep 10, 20 welcome to book depository, the worlds leading specialist online bookstore. By following the simple, practical, and easy to apply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. How long does it take for a card to get to australia from usa. In spin selling, rackham examines selling highvalue product and services. My goal is not to duplicate their analyses ill focus my observations on how the book has helped me to reconsider spin selling from the context of having taking a formal training course on the topic in the past, while having just completed the book. How to use spin selling effectively in the modern day sales. Everywhere you look, people talk about spin sells and what the best spin technique is. Dec 14, 2020 gap selling is a gamechanging book designed to raise the sales iq of selling organizations around the world.
Start a free 30day trial today and get your first audiobook free. The physics of spin helicity in quantum transport h. The international bestseller that revolutionized highend selling. Buy spin selling briefing online bestbookbriefings. The spin is an acronym for the types of questions to ask. The book is a fantastic read as it brings a pragmatic, well researched approach to sales conversations that can be immediately applied, not just to sales. Dec 04, 2018 if book depository preorders 20,000 copies of past tense, by lee child, and wardini books in havelock north preorders 30 copies, it doesnt take rocket science to work out why one can afford. Why do closing techniques work in small sales but fail in larger ones.
My experience with book depository to the philippines. By following the simple, practical, and easytoapply techniques of spin, you will be able to dramatically increase your sales volume from major accounts. Of the four questioning types in the spin sequence, the most critical to success in large sales comes from the investigating portion. Spin selling is a widely adopted model thats highly relevant in todays demanding sales environment. Do car dealerships buy their vehicles from automobile companies prior to selling them, or do they.
This is the first publication of results from the largest research project ever undertaken in the selling skills area. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. 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. Spin selling was written by neil rackham in 1987 and is still my favorite sales book. Spin selling explains the science behind consultative selling, or rather, presenting an offer to a potential client, based systematically on the clients painpoints, using a powerful questioning process. How long does the book depository take to deliver to australia. The idea of spin sells came about back in 1988 when the spin selling book was released by a guy named neil rackham. If the book depository wants to send a book to oz, it has to translate it into. Feb 11, 2014 spin selling by neil rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation 10 second summary. Spin selling by neil rackham read full summary now.
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