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SPIN-selling, by Neil Rackham
PDF Download SPIN-selling, by Neil Rackham
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Spin - Selling
- Sales Rank: #415493 in Books
- Brand: imusti
- Published on: 1995
- Format: Import
- Original language: English
- Number of items: 1
- Dimensions: 9.21" h x .58" w x 6.14" l, .94 pounds
- Binding: Paperback
- 272 pages
- GOWER PUBLISHING CO LTD
Most helpful customer reviews
10 of 10 people found the following review helpful.
A book you can actually put into action
By J. Hale
I feel like 99% of self-help books, be it self-help in work, love, friendships, what have you, are useless. They always have fluff chapters of 'act motivated and be motivated!' or 'think like a winner!' and various platitudes of that nature. You wind up finishing the book and realizing you read nothing but pseudo-motivational dribble that will wind up having zero impact on whatever you were looking to improve upon.
Enter 'SPIN Selling' - this book delivers where all of those other books have failed. 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. Read this book, take notes, and I guarantee if you weren't already aware of how to sell in this style, your selling WILL improve.
I'm a novice to sales. Last year when I was interviewing for a sales position I was asked to put together a sales presentation and to sell a product. I was given the product brochure and 1 day to come up with something. Using 'SPIN Selling' as my guide, I put together a list of ideas and pitched them in my presentation. My interviewer was blown away. After I got the job, my manager told me he had never had someone deliver such a good presentation - everyone always focuses on selling the product, but they never try and sell the customer. Taking a note from this book, I asked the questions I needed to ask, developed them into problems for the buyer, and then walked them through the solution with their own words. It was a total and complete win.
I was tempted to give this book 4 stars because it really does falter in a few areas. For one, some of the research is tenuous at best -
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