If you ask the wrong questions at the wrong stage the interaction will often stall. The international bestseller that revolutionized highend selling. Free delivery worldwide on over 20 million books we use cookies to give you the best possible experience. 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. An interesting book i have found useful in my sales efforts is neil rackams spin selling. Welcome to book depository, an international online book retailer. 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. 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. You can guess by the subject that fieldbook lines up the strategy for you to put spin selling technique into practice. Where to sell and buy used books to a belfast used books bookstore and how to get the best price for them. Neil rackham is an author, consultant and academic. Discover book depositorys huge selection of neil rackham books online.
I found them a few years ago and, since then, they are the only place i go whenever i want to buy a book. However, there is one book i make mandatory for eventups salespeople. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling high value. Spin selling and b2b sales training 101 david shedd. If you arent spin selling, its time to start part i.
This book was an optional text for a college level course on personal professional selling. In an effort to learn more about selling and sales i picked up spin selling by neil rackham and bob kalomeer. Spin selling by neil rackham, 97800705112, available at book depository with free delivery worldwide. Hitt, duane ireland and a great selection of related books, art and. 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. Ie is an irish based online bookstore offering a wide diverse range of books, new releases, bestsellers, bargains and rare books, with worldwide delivery. The aim is for you to apply its sales strategy for achieving the best results in highend selling at least thats what stated at the back of the book. Go to the book depository for 30% off selected bestselling self care books. Go to the book depository for 50% off selected best selling novels. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling high value product and services. Buy spin selling book online at low prices in india spin. The service was first established as a spinoff of a generalinterest streaming service known as. Neil rackham, author of spin sellling, on combining sales.
Neil rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. The book depository is the uks largest dedicated online bookseller offering the largest range of titles in the world, available for dispatch within 48 hours. Rare books by arthur rackham, including first editions, signed limited editions, copies in fine. 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. This acronym represents four different types of questions.
Students shop at book depository for 10% student discount. Strategic management competitiveness and globalization concepts and cases 4th edition by michael a. Enter spin selling this book delivers where all of those other books have failed. With realworld examples, informative cases and clear lessons learnt, the book develops on what turns into a successful spin strategy. I am in direct, inhome consumer sales and this book has helped me refocus my questioning technique to a finer art. Pooja k gouse mahender pgpss0709sec b spin selling is a hurt and rescue approach. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill.
This is the third article in a four part series on neil rackams book spin selling. By closely examining over 35,000 sales calls, he shows a correlation between asking questions and the successful sale. In a result that will surprise very few people, harry potter and the cursed child by jk rowling, jack thorne and john tiffany was the bestselling book of 2016 in ireland. These are the bestselling books in ireland in 2016 joe.
Discover book depository s huge selection of arthur rackham books online. Even for software engineers who may have no intention to sell. In the process they disproved a number of popular myths about the selling process, and they developed a. Understand spin and how to use it during the sales presentation. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally. Rackham went on to introduce his spin r selling method. The book depository is a uk based online bookshop and they deliver all books to ireland for free.
Based in the uk, we operate in over countries displaying books in 26 different local currencies, including the new zealand dollar. The spin selling framework the road to silicon valley. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. The antiquarian market is well served but i would caution that also means a large supply for a lar. These are the 4 steps in the spin selling model that they used. Founded in 2004 to make all books to all we focus on selling less of more rather than more of less, differentiating ourself from other retailers who increasingly focus. Spin selling by neil rackham, 9781565114203, available at book depository with free delivery worldwide. 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. It greatly depends on whether you mean antiquarian books, or the common and garden variety. Reading this summary in no way replaces the experience of reading one of the spin selling books. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created.
Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. Extremely professional, reliable, cheap prices and a huge choice of all kinds of books. Book depository is the worlds most international online bookstore offering over 20 million books with free delivery worldwide. The book depository discount and promo codes valid. Rackham went on to introduce his spin selling method. It is widely believed that ulysses was originally banned in ireland it was censored in the uk until the 1930s, but in fact. Types of questions spin selling proposes there are four types of questions, thus spin stands for. Whats happened is marketing is that its not standing up too well to the harder times and there are a lot of marketing people out there just looking for opportunity, says neil rackham, author. In this book is a solid layout of how you should structure your sales calls, and.
So, too, with spin selling methodology fantastic grounding at the time. 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. And leaders, does that mean you are spending resources on training your salespeople in a language that is outdated. Individual diagnostic exercises illustrative case studies from leading companies practical planning suggestions provocative questionnaires practice sessions to prepare you for dealing with challenging selling situations written by the pioneering author of the original bestseller, spin selling, this book is. The book depository say they offer the largest range of book titles in the world, available for dispatch within 48 hours. Discover food and drink books at the book depository from 5. A massive thanks to all our users who participated in the recent survey we know they can be annoying. Spin selling by neil rackham read full summary now.
Try selling a cassette to someone who has an ipod nothing wrong with the cassette because at the time, that was the epitome of success. Written by neil rackham, former president and found. We offer over 20 million books 14 million english books, all at great prices with free delivery on all orders. Book depository has a bargain shop area where they always have reduced prices on a selection of titles, with as much as 50% off. How to use spin selling in your sales call 2012 book archive. Dubliners by james joyce courtesy of penguin books. Apologies in advance for the dublin bias, i live here. Spin selling teaches why traditional sales models dont work for larger sales. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research. Learn vocabulary, terms, and more with flashcards, games, and other study tools. Which is the best place to sell used books in ireland. Neil rackhams classic book, spin selling, is a sales howto book. This is the first publication of results from the largest research project ever undertaken in the sellingskills area. In september 2017, amazon ventured with one of its sellers jv appario retail owned by patni group which has recorded.
Rackham does a fine job of dispelling the myth of the 1920s straw hat tactics used by the loungelizard sales forces. In the book he outlines what questions to ask when to move prospects all the way through the buying process. The book depository say they offer the largest range of book titles. You find their problem and hurt them by exposing the terrible things that might happen spot the use of tension. Found that traditional selling methods dont work for high value sales. The bronze horseman book depository ireland ativ 9 book spin selling web. They challenged us to define, once and for all, the skills used by the most effective sales professionals around the world. At the book depository grab 10% off the latest book releases.
Practical tools, methods, exercises and resources by neil rackham, 9780070522350, available at book depository with free delivery worldwide. The big isnt about the hitandrun approach, but instead covers how to build genuine relationships and solve the problems your customers or community face. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. See the books here there are discounts on kids books, as well as art and photography bargains, and lifestyle and cookbook savings.
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