SPIN Selling

De: Neil Rackham

Narrado por: Eli Woods

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, listeners will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales?” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods that were developed for small consumer sales just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

©2014 McGraw-Hill, Inc. (P)2014 McGraw Hill-Ascent Audio

Best book on sales

Honest and tangible information, as he said this is one of the few books that is not snake oil, especially for sales. As a startup founder this is good guidance!

Makes sense

Author’s words about using the skill being so much harder than just learning it are so true.

Great book but not perfect narrator

Narrator doesn’t pause at all. It makes it difficult to divide the logical blocks of the narration when one works carefully with the book. The content is very useful and practical

Probablly the best SALES book in the market

There are a lot of sales gurus and “wannabe experts” on the internet telling you how to sell based on opinions, motivation, or their own personal success stories. But this book is different.
SPIN Selling is based on hundreds and hundreds of real sales calls and proper research, not theory or hype. It actually studies how real deals are made in real situations.
What I like most is that it doesn’t push aggressive closing or pressure tactics. Instead, it teaches a structured way of selling through questions — Situation, Problem, Implication, and Need-Payoff — where the buyer basically sells themselves on the value. It’s not a book full of shortcuts or “quick hacks”, but more of a deep understanding of how complex B2B sales really work.

If you’re serious about improving sales skills in a professional environment, this is one of those books that actually changes how you think about selling.

T

Where is the pdf?

I need the pdf to remember the points he made. He always implies to look for figures