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. In contrast, spin selling uses data from thousands of calls, and sifts through them to determine if closing techniques, and situational openers, etc, actually work. In the book he outlines what questions to ask when to move prospects all the way. Closing techniques, like all forms of pressure, become less effective as decision size increases. 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.
If you arent spin selling, its time to start part i. You can guess by the subject that field book lines up the strategy for you to put spin selling technique into practice. The international bestseller that revolutionized highend selling. Spin selling is based on extensive research by rackham and his company, huthwaite. Most professional buyers have an unfavorable view of closing techniques. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. This is the third article in a four part series on neil rackams book spin selling. 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. The science behind why spin selling wins new customers. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. Author neil rackhams background in research psychology led to the breakthrough spin selling and several other timeless sales books. Closing techniques, like all forms of pressure, become less effective as decision.
In this case, the path is turning a prospect into a customer. 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. Mar 26, 2014 and leaders, does that mean you are spending resources on training your salespeople in a language that is outdated. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional myths about closing sales. Instead of figuring out how to get there, you scrap the printed maps, guesstimates, and wrong turns. Spin selling summary persuasion techniques and selling. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts.
Neil rackham, in this classic book shows how classic sales techniques such as closing and objectionhandling can actually reduce your chance of selling, especially in big businesstobusiness sales situations, where buyers are savvy to the classic tricks. Consequently, we are shown evidence that disproves the efficacy of various well. The spin selling fieldbook, practical tools, methods, exercises. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone involved.
The aim is for you to apply its sales strategy for achieving the best results in highend. If the value of your product or service is small, you can carry on i have spent many unnecessary minutes on books written on a blemished premise. Theres much more detailed information in there around the effective use of this framework that we arent able to cover here. Sales technique essential reading for everyone involved in selling or. Rackhams research led to a number of publications, with spin selling released in 1988 and the spin selling fieldbook in 1996. Jan 18, 2018 if you want to take a deeper dive and really expand your knowledge on how to most effectively use the spin selling technique id recommend picking up the book and giving it a read yourself. Apr 18, 2017 spin selling teaches us the same lesson as a gps.
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. So, too, with spin selling methodology fantastic grounding at the time. Jun 01, 1996 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Spin selling at huthwaite international world class organisations require their sales people to be well prepared, intune with customer needs, persuasive, behaviourally subtle, and capable of moving a conversation towards a positive customer commitment. Selling conversations is a researchbased, advanced questioning program that combines spin selling s proven methodology with todays bestpractices in b2b selling.
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. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. 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. Once again i highly recommend buying both the main spin selling book and also the field guide.
His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling. Spin selling sales training and courses spin selling. An interesting book i have found useful in my sales efforts is neil rackams spin selling. It teaches you how to lead conversations with customers.
The process of entry to a career field is socialization. The subtitle of the book describes quite well whats inside. Read this book if you want to conquer one of the classic selling systems. Spin selling is a book that was first published in 1988 by neil rackham. However, there is one book i make mandatory for eventups salespeople. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988.
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. Reading this summary in no way replaces the experience of reading one of the spin selling books. Put into practice todays winning strategy for achieving success in highend sales. 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. Its the method being used b slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve the problems your customers or community face. The research was compiled over 12 years and 35,000. 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. So, do yourself a favor and buy one of the spin selling books personally i. 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 put into practice todays winning strategy for achieving. Jan, 2009 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. Pdf the spin selling fieldbook download read online free. May 16, 2010 understand spin and how to use it during the sales presentation.
Spin selling is a sales methodology book for those who work in companies that make large b2b sales. Customers will only be motivated to buy something if they identify theres a need. Spin selling page 3 of 12 however, closing techniques reduce the chances of making a sale with expensive products. The top 4 sales questions the basics of spin selling. Why questions matter in selling a synopsis of spin. Needpayoff questions, certainly the most difficult. Needpayoff questions are intended to develop the buyers desire for a solution to their problems. 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. You transition through four different types of questions. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Learn vocabulary, terms, and more with flashcards, games, and other study tools. And leaders, does that mean you are spending resources on training your salespeople in a language that is outdated. Neil rackham, in this classic book shows how classic sales techniques such as closing and objectionhandling can.
Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Try selling a cassette to someone who has an ipod nothing wrong with the. Spin selling by neil rackham read full summary now. It will also enable companies that are already using the method to reinforce spin methods in the field and in coaching sessions. This simple action makes your path completely clear. In a twopart series, im going to a distill the lessons from spin that stand the test of.
Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field. 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. How to use spin selling in your sales call 2012 book archive. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. 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. 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. I cannot hope to cram 200 pages of sales wisdom into a 10. 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. Apr 03, 2019 once again i highly recommend buying both the main spin selling book and also the field guide. Almost all existing books on selling have used models and methods that were developed in lowvalue, onecall sales. Why questions matter in selling a synopsis of spin selling. Written by the pioneering author of the original bestseller, spin selling, this book is aimed at making implementation easy for companies that have not yet established spin techniques. The spin selling fieldbook by neil rackham overdrive. Strong carried out pioneering studies of small sales that introduced such new ideas to selling as features and benefits, closing techniques, objectionhandling methods, and open and closed questions.
They are both linked above nonaffiliate links i just love them ha. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional. The objectives and value of the spin questions needpayoff questions. If you ask the wrong questions at the wrong stage the interaction will often stall. In the book he outlines what questions to ask when to move prospects all the way through the buying process. It will also enable companies that are already using the method to reinforce spin methods in the field. Neil rackham is an author, consultant and academic. Well, it turns out, there is a huge difference between selling lowcost and highcost items. In the process they disproved a number of popular myths about the selling process, and they developed a. May 16, 2014 the objectives and value of the spin questions needpayoff questions.
86 1237 91 859 143 690 1476 1136 811 642 726 1352 274 295 1252 530 573 1117 128 1376 1474 457 425 64 26 324 427 698 631 606 1252 65 215