Spin selling is a book that was first published in 1988 by neil rackham. 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. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. There was a section on learning skills as opposed to learning knowledge. Almost all existing books on selling have used models and methods that were developed in lowvalue, onecall sales. Neil rackham, author of spin sellling, on combining sales. The 9 best books about sales and selling selling to the csuite.
Unlike print books, digital books are subject to vat. Become a sales master with 4 easy questions spin selling. You transition through four different types of questions. Spin selling is simply a framework of questions to help navigate asales call. The top 4 sales questions the basics of spin selling. Spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. Discover the best american history in best sellers. Each path is designed to provide you with a comprehensive learning journey to optimise skill transfer and give maximum return on your investment.
The spin strategy situation questions 67 problem questions 69. If you arent spin selling, its time to start part i. Everything in this animated book summary is directly pure value from neil rackhams book spin selling. This is how to use spin selling in your sales call, section 10. There was a section on learning skills as opposed to learning knowledge, which i found very interesting and useful. These are questions designed to get to the heart of a discovery calland allows both the prospect and sales person to better discover if there is a good fit for the sale. This book is licensed under a creative commons byncsa 3. This book should be essential reading for everyone involved in selling or. Buy spin selling book online at low prices in india spin selling. The international bestseller that revolutionized highend selling.
How to use spin selling in your sales call 2012 book archive. There was a section on learning skills as opposed to learning knowledge, which i. I hope you enjoy, if you do, join the club of wisdom. Understand spin and how to use it during the sales presentation. There was a section on learning skills as opposed to learning knowledge, which i found. Find the top 100 most popular items in amazon books best sellers. 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. A strategy for learning the spin behaviors 155 a final word 159 67 88 99 99. He is a leading authority on consultative selling, an approach he pioneered and documented in a bestselling book spinselling which introduced a new.
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