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Summary: The question is the answer
Review: Neil Rackham had done what seemed impossible. Actually going on interviews and having his researchers go on interviews with salespeople and quantify their efforts and successes . Not only did they observe but they were able to quantify what occured by observing the types of questions and the response they created. Dr. Rackham's model of SPIN-Situation, Problem, Implication, Need-Payoff questions are directional, and effective. The SPIN Selling book contains the theory while the SPIN Fieldbook gives expression to those theories. Dr. Rackham is a psychologist I believe and observes selling as a behavior and a skill. David Sandler in his book, "You can't teach a kid how to read a bicycle at a seminar," developed his "Sandler Selling System" also with a psychologist who specialized in Transactional Analysis I believe is the story. The two books side by side belong in every library and as a resource to understanding the selling model. I read SPIN first. Took several readings to internalize but worth the time and effort. No hit and run tactics here, but not for the low dollar item. Profitable relationships can be built with this model. Good Luck.
Rating: 
Summary: Good for making large sales, poor for small sales.
Review: Spin Selling neglects the importance of personal chemistry in the business of selling. It implies a fear approach to the prospect in telling him what he is missing by not using your product, and the possible consequence. The reality is that, in the competitive market place, most products are similar in function and costs. His current vender is not necessary worse than you are in supplying a good product and excellent services. The account goes to the person who comes across as a trustworthy individual who can take his words to the bank, but not the one who makes the purchaser uncomfortable. Not building the proper relationship first, the prospect will thank you for making him realize the importance of buying the product and call his favorate vendor, your competitor as you walk out with an "advance".
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Summary: SENSIBLE RATIONAL APPROACH THAT TEACHES HOW TO ASK???
Review: In this no-close approach to sales it takes you through a problem solving procedure that helps mutual partys. It works because your are helping people get what they want, plain and simple. No rocket science here, just plain truth in sales procedures.
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Summary: I no longer have to answer objections!
Review: I can honestly say that this book doubled my income! I was introduced to the SPIN Selling by a consulting firm, where I was helping launch a new employee selection program. The most amazing result is that prospects now ASK me to write up the order. I don't get the objections and resistance that sales people dread. I now use these techniques in the fields Real Estate and Life Insurance. Although designed for large, industrial sales situations, SPIN Selling would be equally effective selling cars or home appliances.
You might also use it at your next job interview or performance evaluation. You will like the results!
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Summary: The Ultimate Tactical Selling Handbook
Review: I am a corporate sales professional. That means that I don't do "hit and run," one-time sales. Tom Hopkins and Zig Ziglar offer great tactics for those kind of salespeople, but they don't work for me. Neil Rackham has hit one out of the park with Spin Selling. Turning everything I "thought" I knew about closing on its head, he provides the power tools for making the most of a sales call. The most important concept here is that you, as a sales rep. are not there when the real decisions get made. Therefore, you must arm your prospects with the tools to represent your company well in your absence.
Rackham does not disappoint. You will get all the tools you need to prepare your prospect to close the sale for you from this book. I give all of my salespeople Strategic Selling by Miller, Heiman, et. al. and Spin Selling as the ultimate combination of strategic and tactical approaches to corporate selling.
Stop throwing commissions away. If you consider yourself a true corporate sales professional, you have no business ignoring this book.
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Summary: SPIN yourself!
Review: S: What do you do for a living? Are you a sales professional? P: Are you struggling? Would you like to improve your sales results? i.e. make more money? I: So you're a sales professional with room for improvement, and you need more income? N: If you were stressed out and pressed for time and money and the guy who was hired on the same day you were, was making all kinds of sales and money and enjoying his career, wouldn't you try to spend a few hours with him to find out what made him so successful? He studied a book and put it's lessons into practice: "Spin Selling". END
Rating:
Summary: A Must Read for All Sales People!
Review: This easy-to-understand book will increase your sales effectiveness, closing ratio, income and level of satisfaction in selling. It should be a cornerstone of how all sales people operate.
This in one book that I truly wish I'd found 20 years earlier
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Summary: From A Professional Sales Rep, Get This Book!
Review: 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!
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Summary: Absolute must read
Review: intially the Name "Spin Selling" came across to be as some cheesy and manipulative model being taught by the author.
after reading various books and attending seminars and workshops i was consistently referred to this book.
also i researched some of the high-performance Sales Professionals and most of them had training on SPIN Selling, so
i finally decided to read Rackham's book "SPIN Selling" and
i'm glad i did and yes this book i feel is the Foundation of all the Modern Sales Training out there. His Training is backed with extensive proof and facts and every single advice is backed by extensive research conducted by huthwaite. very impressed. "Situation - Problem - Implication and Need-Payoff", these are the four types of Questioning you will learn and the Value and relative importance of each and in what order to be used effectively. the biggest lesson for me is the Difference of a "Implied Need" compared to "Explicit Need" and how it all boils down to uncovering "Explicit Needs" and to communicate with customers about "Benefits". this book also clears a very common mistake a lot of us do, to look at a product or solution's advantages and convey that as Benefit to customer. As per the author a "Benefit" is one that solves a Customer's "Explicit Need". don't be discouraged by any review that writes off the book's style of writing to be research oriented, the book is around 190 Pages and it's worth the weight in gold.
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Summary: An excellent approach to "selling"
Review: I am a personal coach and I offer a high-cost service - I am not a sales professional and I do not like to "sell." This method is just what I've been looking for. I have listened to the audiocassette a couple of times and I find the SPIN Selling approach easy to understand and effective. The only thing that prevents me from giving this book 5 stars is the information sounds more like a research paper than a book - it's a bit dry, academic and takes longer to get to the point. But, the value of the useful information presented makes it worthwhile. A big thumbs up!
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