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Spin Selling | 
 enlarge | Authors: Neil Rackham, Et Al
Publisher: Penguin Books Australia Ltd
Category: Book
List Price: £24.95
Buy New: £9.42
You Save: £15.53 (62%)
New (15) Used (3) from £9.00
Avg. Customer Rating:  15 reviews
Sales Rank: 179047
Format: Abridged, Audiobook
Media: Audio CD
Edition: Abridged
Number Of Items: 3
Shipping Weight (lbs): 0.4
Dimensions (in): 5.7 x 4.9 x 1
ISBN: 1565114205
Dewey Decimal Number: 381
UPC: 025024847196
EAN: 9781565114203
ASIN: 1565114205
Publication Date: July 6, 2008
Availability: Usually dispatched within 1-2 business days
Shipping: International shipping available
Condition: Brand new audiobook. WE USE PRIORITY AIRMAIL ONLY for audiobooks from the USA. UK & European delivery is 7-10 days. Over 5 million books sold to Amazon customers worldwide
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| Customer Reviews: Read 10 more reviews...
 A Classic Text for Anyone involved in High-Value, Long Sales-Cycle Selling May 5, 2008
Dating from the 1980s, Rackham's book can be considered as a classic for anyone involved in high-end, sophisticated deals that require long sales-cycles. It is dated, and I'm sure that there more current variants out there, but is still very applicable to today and serves as a good refresher of some of the core skills needed in major account selling.
Rackham spent a substantial ammount of time carrying out research, identifying what made a difference to the outcome of the sales process and what failed or made no difference. The book is full of examples.
He identifies as crucial the need for both Implication Questions, identifying the consequences of problems to increase the value perception of the vendor by the customer, and Need-Payoff Questions, focussing on the value of a solution to those problems.
Getting the customer to move from implicit to explicit needs is also well brought out in the book, again with the impact being shown through detailed research. Through explicit needs can the saleperson go on to demonstrate how their product can benefit the customer... and make the customer see that value.
This a a book for the key account salesperson involved in complex deals with sophisticated customers and one that I highly recommend. It is an easy, and fairly quick, read and can be pulled off the shelf and dipped into every now and then as a refresher.
Very useable, well presented and just what I was looking for March 19, 2008
0 out of 1 found this review helpful
This is one of my best investments in a long time. The knowledge presented in this book is highly valuable in high-end solution sales and I recommend it to anyone in that line of business.
Worthwhile November 19, 2007
0 out of 1 found this review helpful
SPIN-selling is definitely worth a read as although a little dated now the approach it describes is still valid in today's business climate
 A strong but rather dated classic April 27, 2006
18 out of 18 found this review helpful
Originally published at the end of the Eighties, SPIN Selling details a questioning technique that prompts prospects to identify and explore the severity of business problems, and then understand how your solution would resolve their issues.
In contrast to the aggressive and combatitive approaches before it, SPIN Selling turned the sales call into a constructive experience for the prospect and greatly lowered the number of objections received by sales people. It was so effective that it became widely recognised as the Grandfather of all modern sales techniques.
This book can genuinely claim to be a classic sales text, though it is fair to say that newer methodologies, based on SPIN, have been developed that augment and extend the core of the SPIN model. For example, some newer methodologies offer an end-to-end guide to selling (e.g. how to generate and manage opportunities, understanding the prospect company structure, precall planning, predicting successful close probability, etc), all of which are extremely useful, but absent in "SPIN Selling". Furthermore, the business environment has change significantly since the publication of this book and therefore, some of the techniques suggested in this title require "tweaking" in order to be useful today.
If you are already familiar with consultative/solution selling techniques, then you will find little helpful content in "SPIN Selling" (as what you have already read/been trained in, will probably have stemmed from SPIN in the first place!) If you do not currently employ a question-based, problem solving approach to selling, then this book will unquestionably up your sales. However, a title like "New Solution Selling" (by Keith M Eades) would provide you with a similar approach that is better suited to the temperament of today's buyers, plus you would benefit significantly from a more complete methodology to guide your sales activities.
Review from a Sales Training expert for SPIN Selling February 18, 2006
2 out of 2 found this review helpful
SPIN Selling was based on research done by Neil Rackham on thousands of salespeople in several countries over an extensive period of time. The results of the research provided an insight into how the best salespeople operate. Like the discovery of NLP in the 1970's then SPIN techniques were already being used in the field, they just hadn't been broken down and named so they weren't being taught as such.
Even before SPIN most salespeople knew that they ought to ask questions and listen more ("Two ears, one mouth"!) but many perhaps did not know where to go with their questions to get the most effective results. Rackham for example explains how after speaking with many decision makers he discovered that simple Situation based questions can turn a decision maker off as they feel that they are educating the salesperson. Previously most salespeople may well have believed that these were building rapport!
In the SPIN methodology Rackham outlines how the salesperson should progress from Situation questions to Problem questions to Implication questions to Needs questions. This method is well explained and easily executable by someone with reasonable intelligence and a commitment to practising the techniques. The material will need tailoring for the individual and the industry however this would be expected with any methodology aimed at salespeople in general. Purchasing the SPIN Selling Fieldbook at the same time is worthwhile and will certainly help you to do this as it gets you to create your own questions and is full of tests and checks to ensure that you really have understoood the concepts and can apply them.
SPIN Selling is in my opinion a MUST READ for salespeople as the vast majority of sales systems in the marketplace today span off from SPIN (despite what some of them might say!). If you haven't got your own copy of SPIN then you should get one and read it.
Footnote: Some peoople deride SPIN saying that it is now outdated and has been improved upon. I disagree. True there are other options out there including my own "Ingham Sales System" and these systems are all slightly different with different structuring and key points however... I would still recommend all salespeople to read SPIN. If there were "must-read" texts for salespeople this book would still be in my top 10.
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