SPIN Selling
by Neil Rackham
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Book Summary Information
Author: Neil RackhamEdition: Hardcover
Audio: English (Original Language); English (Unknown); English (Published)
Published: 1988-05-01
ISBN: 0070511136
Number of pages: 197
Publisher: McGraw-Hill
Product features:
- ISBN13: 9780070511132
- Condition: NEW
- Notes: Brand New from Publisher. No Remainder Mark.
Book Reviews of SPIN Selling
Book Review: SPIN is a MUST for the Consultative Sales Person
Summary: 5 Stars
I first learned about SPIN back in 1983 with my first job out of college. I can tell you that I've used it religously since then to help me close millions of dollars of business that I wouldn't have closed without the knowledge that SPIN provides. Rackham articulates exactly how you should frame your sales meetings so that you are asking the absolutely perfect questions that lead to expressed (explicit) needs that your customers want to solve with your help. Without asking the right questions, (and in the right order), you will get more objections than necessary, and you will lose sales opportunities. If you want to be a schlocky 'Herb Tarlick' type salesperson, then this isn't for you. But if you want to impress your clients with your ability to create solutions that they love, then SPIN will definitely get you there. Get the book, and also purchase the SPIN fieldbook. Develop your own set of questions, and PRACTICE! You will be glad you did!
Summary of SPIN Selling
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