Spin Selling - Neil Rackham - Audio Book Brand New (still shrink wrapped): Abridged
3 Hours
3 CDs
Read by Bob Kalomeer
How do some salespeople consistently outsell their competition? Why do closing
techniques work in small sales but fail in larger ones? How can salespeople
dramatically increase their sales volume from major accounts?
If you're in sales—or if you manage a sales force—you need the SPIN strategy.
Developed from 12 years of research into 35,000 sales calls, SPIN—Situation,
Problem, Implication, Need-payoff—is already in use by many of the world's top
sales forces. Now these revolutionary, easy-to-apply methods can be yours.
With wit and authority, Neil Rackham explains why traditional sales models
don't work for large sales. With supreme clarity, he unfolds the enormously
successful SPIN strategy, using real-world examples and informative cases. You
may find the techniques controversial; they often go against the grain of
conventional sales training. In the end, the powerful evidence Rackharm
presents will convince and convert you.
About the Author Neil Rackman:
Neil Rackman is president and founder of Huthwaite, Inc. His
organization researches, consults, and gives seminars for over 200 leading
companies around the world including Xerox, IBM, AT&T, Kodak, and Citicorp. He
is the author of over 50 articles and several books which have been translated
into 11 languages.
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