Order from a Major Online Bookstore
Ultimate Book Price Comparison Engine
Save Your Time And Money
| AnyBook4Less.com | Order from a Major Online Bookstore |
|
| Home | Store List | FAQ | Contact Us | | ||
| Ultimate Book Price Comparison Engine Save Your Time And Money |
||
 |
Title: SPIN Selling by Neil Rackham ISBN: 0-07-051113-6 Publisher: McGraw-Hill Trade Pub. Date: 01 May, 1988 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 4.48 (46 reviews)
Rating: 5
Summary: HELPFUL GUIDE TO THE SELLING PROCESS
Comment: SPIN SELLING provides the steps to help us become more successful and effective in selling. It is a great self-reminder checklist for wherever you are in the selling process. I also use another process to help me generate new creative approaches. Both of these can be combined for even greater effectiveness. This process may be found in THE 2,000 PERCENT SOLUTION and includes the following steps. 1) Understand the importance of measuring 2) Measure everything that can be measured about your key activities to make sure you identify root causes of winning or losing sales 3) Identify the future best practice for your industry 4) Go beyond today's best practices to implement the future best practices for selling now 5) Figure out the ideal best practices (without resource, money, time or people constraints) and 6) Begin to approach that 7) Match the people, incentives and tasks, and 8) Repeat the process for even better ideas. I highly recommend that you buy SPIN SELLING and THE 2,000 PERCENT SOLUTION, look at what you do now and use these steps to climb to a more effective level more easily and effortlessly. You will be surprised at the time and money saved and while increasing the results 20 fold.
Rating: 5
Summary: From A Professional Sales Rep, Get This Book!
Comment: This book was an optional text for a college level course on "Personal Professional Selling".
Rackham does a fine job of dispelling the myth of the 1920's straw hat tactics used by the lounge-lizard sales forces.
I am in direct, in-home consumer sales and this book has helped me refocus my questioning technique to a finer art. Now my qualified customers are more likely to go with me simply because I've uncovered their Problems and used Implication questions and finally gave them a few Need-Payoff questions.
Along with Rackham's book, I think you'll enjoy _The Confidence Course_ which is a book that helps you overcome your anxieties and this has helped me in selling. A sales person who cannot prospect is not much of a sales rep at all!
Finally I highly recommend this book and it's compaion volume _SPIN Selling Fieldbook_ by Rackham as it will help you develop the questions you need to be asking your customers and prospects.
Put down the Ziglar and Hopkins books and pick up the NEW generation of Sales books!
Rating: 5
Summary: Great methodology
Comment: As a sales trainer, I found this book to present a wonderful methodology for both salespeople new to the business as well as seasoned salespeople. The SPIN principle (Situation, Problem, Implication, and Need-payoff) works in almost any sales environment whether you are selling big ticket items to large accounts or volumes of small ticket items.
Overall, I found "SPIN Selling" to be a great book for addressing the strategic and tactical aspects of selling. In addition to this book, I highly recommend the book "Cognitive Selling: Proven Fundamentals and Techniques of the World's Most Effective Salespeople" by Todd Bermont. "Cognitive Selling" is the perfect complement to "SPIN Selling" as it provides a methodology for maintaining a winning attitude and frame-of-mind which is essential to succeed in selling.
 |
Title: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham ISBN: 0070522359 Publisher: McGraw-Hill Trade Pub. Date: 01 June, 1996 List Price(USD): $22.95 |
 |
Title: Major Account Sales Strategy by Neil Rackham ISBN: 0070511144 Publisher: McGraw-Hill Trade Pub. Date: 01 January, 1989 List Price(USD): $24.95 |
 |
Title: The New Strategic Selling : The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century by Stephen E. Heiman, Diane Sanchez ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
 |
Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
 |
Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
Thank you for visiting www.AnyBook4Less.com and enjoy your savings!
Copyright� 2001-2021 Send your comments
