SPIN Selling

Neil Rackham

May 2000 · Highbridge Audio · Narrated by Bob Kalomeer

About this audiobook

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

Ratings and reviews

A dumb stupid book perhaps better suited for 2nd graders. Author tries to disguise the unbelievable stupidity by talking about numbers, dude who cares get the point already, oh yeh I remember there is no point other than fairly obvious observations. I want me $18 back. If you have half a brain do yourself a favor and eat a good lunch in NYC from that money, that'll bring you more gratification than reading a mind numbingly stupid book. If I could give ZERO stars I would!

This book is a good introduction to selling and author presents a few valid points like discovering value on client calls, asking questions, not focusing on immediate close. However, at the same time, he's hard-selling his programme as the best in class, etc. without comparing it with alternatives.

I agree that this book is simple and the ideas seem very straight forward. It is also clear that the book is also pushing hard to validate its methods. However, the spin question sequence is a simple and effective selling methodology. Those who may know a lot about selling may find that the book has nothing to provide. At the same time, people who are new to sales may find these concepts to be something they have not yet considered or put into practice. I believe spin selling is a valuable tool in any sale persons tool kit and should be used frequently. Great book and 100% worth the money. A timeless concept that is a proven and effective way to build consultative relationships. Give it a read and put it to practice.