Spin selling by neil rackham nook book ebook barnes. My former ceo at echo global logistics, doug waggoner, suggested this book. Solution selling is a type and style of sales and selling methodology. Our spin sales course is proven to help the most successful salespeople close better deals. May 18, 2017 published in 1988, spin selling did what very few books do today. Jun 16, 2019 asking better questions using the spin selling model.
So, spin selling states that sellers need to ask more questions but asking. Rackham went on to introduce his spinselling method. Neil rackham is an author, consultant and academic. By following the simple, practical, and easytoapply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional. Enter spin selling this book delivers where all of those other books have failed. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year. The book even goes into low risk and high risk questions to ask and the appropriate times to ask them. Buy spin selling book online at low prices in india spin. Because spin selling continues to be the book i recommend most often for. Spin practitioners can boost their spin selling skills anytime, anywhere with the spin app, available for ipad and android tablet. Spin selling has improved widely recognised companys sales process and strategies.
Spin selling neil rackhams scientific sales management. To see what your friends thought of this book, please sign up. Huthwaite internationals renowned spin selling model, has helped blue chip clients to optimise their sales strategy. This free research report, provides examples of spin selling through business case studies. See who you know at huthwaite international, leverage your professional network, and get hired. Huthwaite international, wentworth, united kingdom. So, do yourself a favor and buy one of the spin selling books personally i. Rackham has been a visiting professor of sales and. 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. Spotlight on spin selling 12th december 2019 bob apollo following my initial two spotlight on articles on sandler and strategic selling, i now want to turn my attention to another longestablished, widely adopted and stillrelevant sales methodology. Huthwaite international spin selling app promotional video.
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 international bestseller that revolutionized highend selling 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. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. Huthwaite international customer experience magazine. The term solution infers that the proposed new product produces improved outcomes. Asking better questions using the spin selling model. Unquestionably the bestdocumented account of sales success ever collected and the result of the. In a series of video clips, tony hughes, huthwaite international ceo, shares insights into why spin selling is so effective. Rackham and his team at huthwaite corporation analyzed 35,000. 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. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling mcgrawhill. This is the first publication of results from the largest research project ever undertaken in the sellingskills area. Huthwaite researches, consults, and provides seminars for. Spin selling on apple books apple books apple apple.
The international bestseller that revolutionized highend sellingwritten by neil rackham, former president and founder of huthwaite corporation, spin selling is essential readi. Neil rackham is founder and former president of huthwaite, inc. Download your copy now and transform your business. If you arent spin selling, its time to start part i forbes. By tony hughes, ceo, huthwaite group of companies 20180918t07. 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. Its a bestselling book, and is promoted worldwide to companies of all sizes, by rackhams company, huthwaite international. If you arent spin selling, its time to start part i.
It backed tips with original research what a thought. World leaders in sales, negotiation and communication skill development change behaviour. Their findings revealed that many of the methods developed for selling lowvalue goods just dont work for major sales. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite. The international bestseller that revolutionized highend selling. Huthwaite international changing behaviour and improving business sales performance. The first of our videos with the creator of spin selling and founder of huthwaite international, neil rackham, discusses the core behaviours. 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. Our open spin sales training course acts as a definitive guide for sales success. Practical tools, methods, exercises, and resources. 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 skills is the definitive course for consultative selling in a businesstobusiness environment, equipping delegates with a triedandtested method to improve sales performance and deliver real bottom line results.
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. Mike bosworth founded a sales training organization known as solution selling in 1983, based on his experiences at xerox corporation the huthwaite international spin situation, problem, implication, needpayoff selling pilot project and began licensing affiliates in 1988. Nov 12, 2019 the first of our videos with the creator of spin selling and founder of huthwaite international, neil rackham, discusses the core behaviours that are so essential in the spin selling method, and. Shipping may be from multiple locations in the us or from the uk, depending on stock availability. Spin selling is one of the most widely known sales methodologies.
Spin evidence of return on investment huthwaite international. The science behind spin selling huthwaite international. His writing focuses on consultative selling, an approach he pioneered and documented in his book spin selling. Are you ready to take your spin selling skills to the next level. Buy spin selling book online at low prices in india spin selling. For teams who need to optimise seller time, this fully blended learning solution ensures sellers will. Reading this summary in no way replaces the experience of reading one of the spin selling books. Rackham and his team at huthwaite corporation analyzed 35,000 sales calls. It was at the university of sheffield, england, that he began his research into sales effectiveness that resulted in spin. The extensive research by rackham, and his company huthwaite, examined more than 35,000 sales calls relating to large.
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. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year, the international bestseller that. Karen woodhead, director of marketing, at huthwaite international, sales and negotiation specialists and the company behind spin selling one of the most successful training methods in the world talks about how companies are wasting their training budgets and why sales training frequently fails. He is a leading authority on consultative selling, an approach he pioneered and documented in a bestselling book spinselling which introduced a new. Spotlight on spin selling from huthwaite international. Written by neil rackham, former president and founder of huthwaite corporation, spin selling. Spin selling, a great model, was the brainchild of neil rackham who authored a book of the same name in 1988. Published in 1988, spin selling did what very few books do today. Huthwaite international has been helping businesses across the world deliver longterm, tangible results through their salesfocused behavioural change methodologies for 40 years. Rackham, founder of huthwaite international, a research and consulting firm, analyzed over 35,000 sales calls over 12 years. Open spin sales training course huthwaite international. Mar 22, 2020 spin selling is based on extensive research by rackham and his company, huthwaite. 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 spin pro series is essential for those who have been huthwaite international spin trained and want to extend their spin skills into written proposals, presentations and enhance their spin selling skills by understanding who and how to influence during the buying process.
Jan, 2009 the international bestseller that revolutionized highend selling. Spin selling by neil rackham created a new model for larger sales, based on research into what top salespeople were doing differently to make major sales. The first of our videos with the creator of spin selling and founder of huthwaite international, neil rackham, discusses the core behaviours that. 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. 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. He called it spin selling, from the acronym that will guide you through the process. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including xerox, ibm, and citicorp. Everyday low prices and free delivery on eligible orders. This report answers what is spin selling and the science behind it. Huthwaite international professional sales courses. The international best seller that revolutionized highend selling. Spin selling is based on extensive research by rackham and his company, huthwaite.