Selling one of the best consultative selling methods, recommended by the top sales experts is spin selling based on the book by neil rackham. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides. Spin selling is a widely adopted model thats highly relevant in todays demanding sales environment. Spin selling questions turn into a natural part of your dialogue once you know the premise. However, there is one book i make mandatory for eventups salespeople. The group has shared their first record since 1993s hey zeus. How to use spin selling in your sales call 2012 book archive.
This book is essential if you sell to businesses or sell highvalue products, the famous complex sales and want to learn how to ask better. Spin selling by author neil rackham is a method that helps you ask the right questions when it comes to selling. The subtitle of the book describes quite well whats inside. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Instead of figuring out how to get there, you scrap the. Put into practice todays winning strategy for achieving success in highend sales. Spin selling by neil rackham read full summary now. This is the third article in a four part series on neil rackams book spin selling. Spin selling and inbound sales take the same approach to the first, or connect, call. It comes from neil rackhams bestselling book spin selling that is based on 12 years of research and analysis of more than 35,000 sales calls. I cannot hope to cram 200 pages of sales wisdom into a 10 page. Spin selling teaches why traditional sales models dont work for larger sales. Why questions matter in selling a synopsis of spin selling. The objectives and value of the spin questions situation questions.
In contrast, spin selling uses data from thousands of calls, and sifts through them to determine if closing techniques, and situational openers, etc, actually work. If you ask the wrong questions at the wrong stage the interaction will often stall. Get uptodate research and data on hot business trends. Feb 17, 2015 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve.
Neil rackhams classic book, spin selling, is a sales howto book. And because there are times when prospects are not even aware theres a problem, the questions you ask are key. Social anxiety books 300 spm books about depression 2,100 rpm books about addiction 350 rpm books on recovery from alcoholism 150 rpm books about ocd 200 rpm example 5. Feb 11, 2014 spin selling by neil rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation 10 second summary. An interesting book i have found useful in my sales efforts is neil rackams spin selling. Jun 01, 1996 the spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Reading this summary in no way replaces the experience of reading one of the spin. The extensive research by rackham, and his company huthwaite, examined more than 35,000 sales calls relating to large, complicated scenarios.
This book is essential if you sell to businesses or sell high valueadded products, the famous complex sales and want to learn how to ask better. Spin selling explains the science behind consultative selling, or rather, presenting an offer to a potential client, based systematically on the clients painpoints, using a powerful questioning process. Here are his top sales techniques in a cheatsheet summary get started. Spin selling research 40 years ago, several major multinationals, including british airways, asked us to research how major sales are made. This is the first publication of results from the largest research project ever undertaken in the sellingskills area. Aug 04, 2016 with this in mind, i wanted to improve my ability to sell.
Neil rackhams spin selling is a game changing book. What does everyone think of spin selling by neil rackham. Inexperienced salespeople tend to ask more situation questions. It was originally published as the bestselling book spin selling by neil rackham in 1988 and remains one of the topselling sales books of all time. Spin selling at huthwaite international world class organisations require their sales people to be well prepared, intune with customer needs, persuasive, behaviourally subtle, and capable of moving a conversation towards a positive customer commitment. This spin selling summary will save 6 hours and win you jobs. With spin selling questions, you have drawn out the explicit needs of the customer now, show how your product meets these needs and only these needs samples you asked for quick turnaround, we can get you a complete and outfitted building assembled on site in 4 6 weeks. In the book he outlines what questions to ask when to move prospects all the way through the buying process. Oct 23, 2018 spin selling is a widely adopted model thats highly relevant in todays demanding sales environment. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools.
In an effort to learn more about selling and sales i picked up spin selling by neil rackham and bob kalomeer. By closely examining over 35,000 sales calls, he shows a correlation between asking questions and the successful sale. That was until 1988 when neil rackham published spin selling. How spin selling can improve your marketing chief marketer. The spin systems utility and focus on value make it no surprise that its one of the oldest sales techniques in. Reps shouldnt immediately jump into their products features and benefits not only will this overly aggressive strategy turn off prospects, but salespeople will lose the opportunity to learn valuable information. Only ask essential situation questions as prospects quickly become impatient if too many situation questions are asked.
Stay flexible and dont push questions at the expense of the conversational flow. How to use spin selling questions to determine a need. He has been a visiting professor at portsmouth university, cranfield school of management, and sheffield university, all in his native england, as well as at the university of cincinnati, and is a frequent lecturer at. Spin selling by neil rackham read full summary now profitworks. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary method into action immediately. Often situation questions can be answered as part of the prospecting process. In this book is a solid layout of how you should structure your sales calls, and not only that, but data to back up their claims and examples to on how to lead. In my role as a tech evangelist, i dont actually have anything to sell in exchange for currency, but instead, i am always selling my brand. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name.
This is how to use spin selling in your sales call, section 10. If you arent spin selling, its time to start part i. Apr 18, 2017 spin selling teaches us the same lesson as a gps. Well, it turns out, there is a huge difference between selling lowcost and highcost items.
May 16, 2010 this is how to use spin selling in your sales call, section 10. Collect facts and background data about the customers existing situation that is relevant to your products and services. Mar 01, 2015 spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. While these questions are easy to ask, they bring little value to the buyer and can certainly aggravate him if too many of these questions are. Spin questions situation questions situation questions are used to collect facts. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. Spin selling delivered the results of a huge 12 year study relating to how large sales were made. Although getting a custom book report takes longer than paying for a cheap ready one, you will get quality writing adjusted to your needs and style. If youre selling to corporate buyers, you should read this book immediately. Why questions matter in selling a synopsis of spin selling by. Customers will only be motivated to buy something if they identify theres a need.
Reading this summary in no way replaces the experience of reading one of the spin selling books. Two things that make this book different is that it talks about sales on a larger scale and it contains data from several years of research on sales that can be very helpful. Spin selling by neil rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation 10 second summary. This model was first developed by neil rackham of the huthwaite organisation in his bestselling book of 1978, spin selling. Ultimately, spin selling is a book that teaches you to ask good questions that quickly expose the need while presenting your company as an attractive solution to that need.
My team at huthwaite analyzed more than 35,000 sales calls, over a period of 12 years, to provide the hard facts on successful selling that youll read here. I worked at a bank, selling things like insurance, loans, credit cards etc. The book is a fantastic read as it brings a pragmatic, well researched approach to sales conversations that can be immediately applied, not just to sales. Spin selling rationale suggests that you start by brainstorming to identify the widest variety of advances that would move you towards a sale. Neil rackham is an author, consultant and academic. Yes, there are some changes in todays sales conversation, but the spin method is actually rooted in solid foundations that are all about digging deeper. They challenged us to define, once and for all, the skills used by the most effective sales professionals around the world.
The book is a fantastic read as it brings a pragmatic, well researched approach to sales conversations that can be immediately applied, not just to sales but to everyday life and consulting as well. I call up customers from our database and organise for them to come into the bank for an appointment with me so i can try to sell them these products. Instead of figuring out how to get there, you scrap the printed maps, guesstimates, and wrong turns. Spin selling advocates getting down to the business of finding out the clients needs as soon as possible, rather than coming in with a sales pitch straight off. Its been nearly 30 years since x released new music, but that ends now. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. Learn the principles of spin selling, get a summary of the book, and more. Before making the final decision about the agency that will complete a paper for you, check their previously written book reports, if it is possible, and look at what their customers say about them. Why questions matter in selling a synopsis of spin. Buy spin selling book online at low prices in india spin.
Spin selling is especially useful for home care agencies because of its focus on listening carefully and understanding the potential clients needs. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. Really skilled sellers then select those ingenious small actions that the buyer is likely to agree to. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides put into practice todays winning strategy for achieving. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. The book records how rackham and his team analysed more than 35,000 sales calls. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. The questions are designed to get rid of salesy tactics where your sales team shows up and throws up, to then shift the focus to the customer by simply asking them questions. The book spin selling is not like all the other selling books that have been published in the past.
Asking yourself better will help you hear your customer better and thus sell more. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. In the book he outlines what questions to ask when to move prospects all the way. A quick guide quick sales a quick guide quick sales this book report is derived from huthwaite, inc.
The top 4 sales questions the basics of spin selling. The spin selling framework the road to silicon valley. This is the first publication of results from the largest research project ever undertaken in the selling skills area. This acronym represents four different types of questions. Collect facts and background data about the customers existing. It is this obvious but underappreciated principle that underlies a management model known by the acronym, spin. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Spin selling by neil rackham summary freshsales blogs. One more way to bring fun to the library hook a book. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary. Selling one of the best consultative selling methods, recommended by the top sales experts is spin selling based on the book by neil rackham the questions are designed to get rid of salesy tactics where your sales team shows up and throws up, to then shift the focus to the customer by simply asking them questions. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling highvalue product and services.
I cannot hope to cram 200 pages of sales wisdom into a. Yes, there are some changes in todays sales conversation, but the spin method is actually rooted in solid foundations that. Spin selling summary nowadays there are countless sales books, videos, and more that promise to teach you how to be a better salesman. The idea is to get your customer to do most of the talking, but its still a conversation. If you arent spin selling, its time to start part i forbes. Even for software engineers who may have no intention to sell. Spin selling is based on extensive research by rackham and his company, huthwaite. Spin selling and b2b sales training 101 david shedd. By following the simple, practical, and easy to apply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts.
924 1112 27 569 989 120 1421 471 538 1452 571 349 817 1141 501 1160 1468 1195 231 1229 580 1524 1602 1489 354 1309 1439 503 1434 552 134 400 1199 133 489 930 908 53