SPIN Selling
by Neil Rackham
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Book Reviews of SPIN Selling
Book Review: I bought it used for $2.50, wasn't worth it!
Summary: 2 Stars
I can see where this book might make supplemental reading, but it is so obvious that the author and his subjects are not real sales people.
The most useful part of this book was the section on implication questions. The problem is it leaves you with some decent questions to ask, but, now what the heck am I am supposed to do?
And the concept is not new. Zig Ziglar has been teaching the same process along with his top trainer, Brian Flanigan. Ziglar calls it POGO and you can read about it in Zigler on Selling. You will also find more useful information th an what is available here. Perhaps that is because Ziglar and Flanigan are real salesmen and have taught hundreds of thousands of successful salespeople techniques that work now for over 40 years.
Perhaps Rackam took a Zig Ziglar seminar or bought his book and is trying to pass his ideas as being original.
If you want to see this book, go to your local library where you can borrow it for free or buy it for $2.50 or less at a used bookstore.
Book Review: From A Professional Sales Rep, Get This Book!
Summary: 5 Stars
This book was an optional text for a college level course on "Personal Professional Selling".Rackham does a fine job of dispelling the myth of the 1920's straw hat tactics used by the lounge-lizard sales forces.
I am in direct, in-home consumer sales and this book has helped me refocus my questioning technique to a finer art. Now my qualified customers are more likely to go with me simply because I've uncovered their Problems and used Implication questions and finally gave them a few Need-Payoff questions.
Along with Rackham's book, I think you'll enjoy _The Confidence Course_ which is a book that helps you overcome your anxieties and this has helped me in selling. A sales person who cannot prospect is not much of a sales rep at all!
Finally I highly recommend this book and it's compaion volume _SPIN Selling Fieldbook_ by Rackham as it will help you develop the questions you need to be asking your customers and prospects.
Put down the Ziglar and Hopkins books and pick up the NEW generation of Sales books!
Book Review: "Perfect for Big Ticket Sales!"
Summary: 5 Stars
Neil really "nailed it" (for those of us who do "big ticket" selling). He figured out (and explains) that there's a big difference in a one-call close for a low to moderately priced item/service vs. the more serious thought process that goes into selling (and/or buying!) something that is a significant/major expenditure.
In my series of books/audios/videos/newsletters/seminars ("The Closers"), you'll see that I totally agree with Neil's approach . . . especially from "The Closers-Part 2" on.
"Spin Selling" is in my personal library; it should be in yours,too!
Note: You may have noticed that all of my book reviews carry "5 Star" ratings (*****). But that's not the sign of a "soft reviewer." I only review books to which I can honestly give a "5 Star" rating. You may assume, therefore, that any sales training/self-improvement book without my "5 Star" rating is either something less than "5 Star," or I simply haven't gotten to it yet . . . and there are certainly plenty of those!
Book Review: You're not a salesman without it
Summary: 5 Stars
No wonder its Amazon's Bestseller book ever in sales. No sleazy techniques, no nonsense, no sweet talk, just a pure straight to the point technique that will change your life forever. If you feel you're blabbering about product features in the first meeting with the client, then finding it impossible to get to the second meeting with the client (let alone closing a deal), then this is the book for you. I'm an individual insurance salesman, and this book boost my closing from 15% to 35%. Do you have an idea what this means in terms of compensation?? Get it now, don't hesitate a bit, this is the definitive book on selling. I have also purchased SPIN selling field book, which is a must along with this book. This will teach you what to say in the presentation stage with the client, you can use it as well to get the appointment. It works whether you're in the retail or corporate sales. Thank me when you're done with it. If you want something to get the appointment, get Art Sobczak Smart Calling to complete the picture.Book Review: More relevant than ever
Summary: 5 Stars
SPIN Selling was first written in 1988. I first read it this year. It is as relevant today as the day it was written. You would think that by now every salesperson out there would know that SPIN works, but apparently there are a lot of people in sales who aren't interested in improving their skills.
I've practiced the principles, and they work. I, like many sales people, are very used to giving information. A typical sales call often involves giving details about your product or service until your prospect's eyes glaze over (not your intent, of course). What SPIN is really about is creating interest. Its about using questions to softly lead the prospect to a conclusion using their own thought process, rather than just telling them.
What surprises me it that it is so difficult. Don't be one of those salespeople who reads every sales book out there but doesn't practice any of the ideas! I guarantee if you practice these questioning techniques, you will improve your sales.