Binding: Hardcover
Dewey Decimal Number: 658.85
EAN: 9780070511132
ISBN: 0070511136
Label: McGraw-Hill
Manufacturer: McGraw-Hill
Number Of Items: 1
Number Of Pages: 197
Publication Date: May 01, 1988
Publisher: McGraw-Hill
Sales Rank: 1689
Studio: McGraw-Hill

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• The SPIN Selling Fieldbook
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• Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
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Editorial Review:

Product Description:
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Rating: - SPIN Selling
This book is relevant for all b2b sales professionals who sell offerings requiring long selling cycles and multiple customer interactions.

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Rating: - Provides a template for closing bigger sales
As a sales and marketing trainer and coach for professionals, I discovered Neil Rackham's book while looking for a simple way of explaining the techniques that distinguish larger, more complicated sales from small quick sales.

This book provided exactly what I was looking for. SPIN is an easy way to remember to ask more questions--and more meaningful questions--and the discussion of how to raise the level of need from "implicit" to "explicit" and then sell to the "explicit" need was ... Read More

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Rating: - Best Sales Book I've Ever Read
I've read over 200 books on sales and marketing in my career and SPIN Selling is without question one of the best out there. No tactics, techniques or processes (those never work) like other sales books. Excellent for relationship selling. I am seeing the author Neil Rackham in one of his very rare live appearances in December of 08 (www.MoveAhead1.com) and highly recommend that everyone reading this gets tickets to see a true sales giant.

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Rating: - SPIN selling is a classic
Being involved in complex sales processes for years, I found the SPIN concept elegant and very effective at the same time. It is one of the best books written in the area of major sales. Absolutely a classic!

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Rating: - Spin Selling - Proven For 20 Years
When I first read "Spin Selling", shortly after its introduction, I found it enlightening. At the time I had been in office automation sales for 10 years and management for 5 years, and the book solidified many of my thoughts and theories on selling. Since then, I have read a lot of other selling books but none really deal with the underlying theory of selling as well as Neil Rackham's book does. Even now as I am self employed, I still re-read the book occationally to brush up. For those who feel ... Read More

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