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Synopsis

Argues that large-scale sales requires different strategies than small-scale sales, and tells how to explain benefits, prevent objections, identify customer needs, and make effective closings.

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The V.P. of Sales met me at O'Hare airport and within minutes we were driving through the Chicago suburbs. Read the first page

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Customer Reviews

15 Reviews

5 star:		(11)
4 star:		(2)
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4.5 out of 5 stars (15 customer reviews)

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26 of 26 people found the following review helpful:

4.0 out of 5 stars A strong but rather dated classic, 27 April 2006

By	Edward Mclean (Oxford) - See all my reviews (REAL NAME)

This review is from: SPIN-selling (Paperback)

Originally published at the end of the Eighties, SPIN Selling details a questioning technique that prompts prospects to identify and explore the severity of business problems, and then understand how your solution would resolve their issues.

In contrast to the aggressive and combatitive approaches before it, SPIN Selling turned the sales call into a constructive experience for the prospect and greatly lowered the number of objections received by sales people. It was so effective that it became widely recognised as the Grandfather of all modern sales techniques.

This book can genuinely claim to be a classic sales text, though it is fair to say that newer methodologies, based on SPIN, have been developed that augment and extend the core of the SPIN model. For example, some newer methodologies offer an end-to-end guide to selling (e.g. how to generate and manage opportunities, understanding the prospect company structure, precall planning, predicting successful close probability, etc), all of which are extremely useful, but absent in "SPIN Selling". Furthermore, the business environment has change significantly since the publication of this book and therefore, some of the techniques suggested in this title require "tweaking" in order to be useful today.

If you are already familiar with consultative/solution selling techniques, then you will find little helpful content in "SPIN Selling" (as what you have already read/been trained in, will probably have stemmed from SPIN in the first place!) If you do not currently employ a question-based, problem solving approach to selling, then this book will unquestionably up your sales. However, a title like "New Solution Selling" (by Keith M Eades) would provide you with a similar approach that is better suited to the temperament of today's buyers, plus you would benefit significantly from a more complete methodology to guide your sales activities.

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30 of 31 people found the following review helpful:

5.0 out of 5 stars Unique research into major sales success, 27 Jul 2003

By	C. M. Perkins (Stirling, Scotland.) - See all my reviews (TOP 500 REVIEWER) (REAL NAME)

This review is from: SPIN-selling (Paperback)

What made this book unique for me, amongst dozens of other sales books in my collection, is that this is researched based - what Neil Rackham recommends has been proven to work by thousands of other salespeople.

For a psychologist, Rackham sounds like a pretty good salesperson himself, drawing on personal examples of how he has sold clients on research projects. However, the book presents the SPIN model as developed from observing thousands of sales calls in action. The results are convincing - success in major sales comes from following this model.

The SPIN techniques, which centre around a questioning model, go against a lot of coventional sales wisdom, but Rackham can demonstrate how and why his approach works. The book begins by differentiating large and small sales, which most other sales books and training programmes do not, then goes on to explain the research.

This leads to an explanation of the techniques and a great final chapter on 'Turning Theory into Practice'. In one sense, all you need to know from the research is that success largely depends on asking questions that uncover four areas: Situation, Problem, Implication and Need-payoff. But the book is worth so much more for everything else it contains.

For example, if you're in major sales, would you like to know the impact different methods of opening the call can have on the outcome? Or how about how your success rate will be affected by the number of times you ask for the order? What about how to sell benefits and overcome objections?

This all sounds like standard stuff, but the results the research came up with throw up surprising answers to all these questions. If you're in major sales and haven't read this book, there's a very good chance that you were trained in techniques that are actually HINDERING your ability to maximise your sales.

For that reason alone, buy this book and make sure you're not throwing away commission every time you make a call.

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12 of 12 people found the following review helpful:

5.0 out of 5 stars Are you a sales over-achiever??, 10 Jan 2002

By	M. W. Fuller (Sydney, Australia) - See all my reviews (REAL NAME)

This review is from: Spin Selling (Audio CD)

I have attended numerous sales courses and read every book under the sun covering basic sales skills to more complex sales strategy. Rackham and co are the first, in my opinion, to approach the topic from the psychology of the buyer and not primarily the seller. What "pain" does the exec feel, not what product or features should I sell. I moved from selling basic individual life insurance products in SA to major IT solutions all over Europe, Middle East and Africa within 18months. Regardless of what you are selling, where and to whom - this book keeps you focused on what is important i.e. the business drivers of the individual/s and not the organisation alone.

If you are not an over-achiever YET, then buy this book. Simple!!

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Most Recent Customer Reviews

5.0 out of 5 stars A Classic Text for Anyone involved in High-Value, Long Sales-Cycle Selling
Dating from the 1980s, Rackham's book can be considered as a classic for anyone involved in high-end, sophisticated deals that require long sales-cycles. Read more

Published 18 months ago by R. Streeter

5.0 out of 5 stars Very useable, well presented and just what I was looking for
This is one of my best investments in a long time. The knowledge presented in this book is highly valuable in high-end solution sales and I recommend it to anyone in that line of... Read more

Published 20 months ago by Frode Nortvedt

5.0 out of 5 stars Worthwhile
SPIN-selling is definitely worth a read as although a little dated now the approach it describes is still valid in today's business climate

Published on 19 Nov 2007 by Roger Edward Jones

5.0 out of 5 stars Review from a Sales Training expert for SPIN Selling
SPIN Selling was based on research done by Neil Rackham on thousands of salespeople in several countries over an extensive period of time. Read more

Published on 18 Feb 2006 by Gavin Ingham

3.0 out of 5 stars Outdated
in the land of the blind, the one-eyed man is king...

For those few professional sales people who have yet to attend a structured sales training course I would certainly concur... Read more

Published on 9 Jan 2006 by lepoisson2

5.0 out of 5 stars A must for those interested in larger sales
This work is just simply fantastic. The research that has been done by Huthwaite is second to none. If you are interested in larger sales this work explains a great deal and also... Read more

Published on 20 May 2002

4.0 out of 5 stars Salesperson view of SPIN selling books.
If you are in B2B selling of any description then this book will help. It is based on research and facts rather than adages and stories. Read more

Published on 2 May 2002

5.0 out of 5 stars Excellent for anyone in high value sales
A most reassuring read for anyone who has been invovled in big ticket sales and has found it hard to relate to, and implement the techniques expounded in traditional sales texts... Read more

Published on 8 Jul 2001

5.0 out of 5 stars Essential reading for anyone in sales or sales management
As a sales trainer myself, if you are only going to read one book read this one. Based on solid scientific evidence Rackham dismisses many of the myths and legends of selling. Read more

Published on 13 Jun 2001 by derek@atlinx.com

2.0 out of 5 stars Only Mediocre
After having read the book I find myself going back to the "Masters" - Tom Hopkins, Brian Tracy, Roger Dawson and Charlie Brennan. Read more

Published on 29 April 2001

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	11% buy The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources 4.5 out of 5 stars (8) �8.96
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