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SPIN Selling
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged Audiobook
- Categories: Business & Careers, Marketing & Sales
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An essential handbook for professionals and small business owners. This best seller has become a standard resource for those people looking for guidance on the actual words to use in a persuasive presentation.
Summary
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, listeners will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales?” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods that were developed for small consumer sales just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
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What listeners say about SPIN Selling
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Simon
- 13-06-22
Definitive
A facts based Sales book, how refreshing! Even if it is 40 years old.
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- Bmcorp
- 16-05-22
A great model for selling high ticket!
Loved it but theres so much information i will need to listen to it a few times to really benefit and learn the methods, its Great!!!
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- Will
- 20-03-22
Great Book..
I'm new to selling as have recently set up a business. this book came recommend and I must admit I've found it informative and refreshing to know that sales doesn't have to equal pushy hard closes
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- Jordan Butel
- 08-03-22
awesome
An excellent book, and a must read / listen for sales people. The narration is a little dry.
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- Mujammil
- 21-01-22
Fundamentals of every Sale
This book really highlights how sales often go over and over. Neil really breaks things down and makes it so simple, you can tell this guy got real experience
You'll learn what happens in a sale, the different parts, how much each part contributes to the sale in the end (He gives specific %'s on how much influence each part has on the sale)
A great read for anyone who is getting into sales or who is already in sales
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- Anonymous User
- 05-08-21
Makes sense
Author’s words about using the skill being so much harder than just learning it are so true.
1 person found this helpful
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- WT
- 25-02-22
Needs accompanying PDF
Many references to figures, some crucial for your understanding of a concept. Disappointing then that there is no PDF with relevant illustrations