Neil rackham is an author, consultant and academic. 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. 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. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including xerox, ibm, and citicorp. Enter spin selling this book delivers where all of those other books have failed. A relationship between the use of open questions and sales success does not have meaning in high value sales. Open spin sales training course huthwaite international. Sales models have continued to evolve in the 32 years since the book was published in 1988. And for the world of sales, neil rackham along with his research team at huthwaite produced the nowmassively popular book, spin selling. Everyday low prices and free delivery on eligible orders. One of the most intuitive books on the market for selling. Unquestionably the bestdocumented account selection from spin selling audio book video. But spin selling principles are still core sales practices, and the book has become a classic and a template for successful selling.
This book is about them and for them with our thanks. If you arent spin selling, its time to start part i forbes. Reading this summary in no way replaces the experience of reading one of the spin selling books. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. The term solution infers that the proposed new product produces improved outcomes. Spin selling is based on extensive research by rackham and his company, huthwaite.
This is the third article in a four part series on neil rackams book spin selling. Strong carried out pioneering studies of small sales that introduced such new ideas to selling as features and benefits. Huthwaite researchers travel with them and observe them in action during sales calls. Spin selling ebook by neil rackham pdf ebook4expert. Almost all existing books on selling have used models and methods that were developed in lowvalue, onecall sales. Spin selling by neil rackham 1988, hardcover for sale. He is a leading authority on consultative selling, an approach he pioneered and documented in a bestselling book spinselling which introduced a new. It is this obvious but underappreciated principle that underlies a management model known by the acronym, spin. Condensed books has brought to you this first video in selling. Huthwaite international, wentworth, united kingdom.
How to use spin selling effectively in the modern day. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. 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. The book records how rackham and his team analysed more than 35,000 sales calls. It backed tips with original research what a thought. Rackham went on to introduce his spin selling method. In the process they disproved a number of popular myths about the selling process, and they developed a.
In the book he outlines what questions to ask when to move prospects all the way through the buying process. This is the first publication of results from the largest research project ever undertaken in the selling skills area. The international bestseller that revolutionized highend selling. In 1988, neil rackham and his company huthwaite, inc. If you need to learn to sell services, intangibles or big ticket items spin selling is a. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. World leaders in sales, negotiation and communication skill development change behaviour. So, do yourself a favor and buy one of the spin selling books personally i. Shipping may be from multiple locations in the us or from the uk, depending on stock availability.
Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone involved in selling or managing a sales force. Sales reps mostly concentrated on just closing the deal. How to use spin selling in your sales call 2012 book archive. Huthwaite researches, consults, and provides seminars for over 200 leading. Neil rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Neil rackham is founder and former president of huthwaite, inc. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone involved in selling or managing a sales. If you arent spin selling, its time to start part i. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone involved in selling or managing a.
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 cannot hope to cram 200 pages of sales wisdom into a 10 page summary. According to huthwaite s research detailed in the rackhams spin selling book, which of the following statements most accurately describes huthwaite s conclusion regarding open questions. 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. Spin selling is a sales methodology book for those who work in companies that make large b2b sales. Because spin selling continues to be the book i recommend most often for. This model was first developed by neil rackham of the huthwaite organisation in his best selling book of 1978, spin selling.
By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. A professional individual or group within a business looking to improve sales performance an experienced sales or business development professional looking to adopt world class selling skills an owner manager. Solution selling is a type and style of sales and selling methodology. There are five videos from the book spin selling to help you form a holistic view of sales process. Rackham went on to introduce his spinselling method. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential listening for anyone involved in selling or managing a sales force.
Essential for everyone involved in selling or managing the sales. Spin selling by neil rackham read full summary now. It was at the university of sheffield, england, that he began his research into sales effectiveness that resulted in spin. Rackham and his team at huthwaite corporation analyzed 35,000 sales. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year. 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. Understand spin and how to use it during the sales presentation. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. Spin selling is a book based on research and studies conducted by a group of researchers from the huthwaite. The international bestseller that revolutionized highend sellingwritten by neil rackham, former president and founder of huthwaite corporation, spin selling is essential readi. If the value of your product or service is small, you can carry on i have spent many unnecessary minutes on books written on a blemished premise. The huthwaite spin sales training programme is for you if you are.
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