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Summary: A Business "Classic" Revisited
Review: I read this book when it was first published (in 1988) and havesince re-read it several times. What is to me remarkable is that it"holds up" so well over time. Obviously, as the reprintingsindicate, it has been immensely helpful to salespersons as well as to those who train them and to those who supervise them. With the recent and accelerated development of online merchandising, however, I wondered, "Has the SPIN System lost any relevance?" So I re-read the book again. My answer is "Yes" and "No." "Yes" in that online merchandising relies so heavily (almost exclusively) on technology to provide information and then to process orders. By the time most prospective buyers visit a website, they have already examined their situation (S), identified a problem (P), considered the implications of that problem (I), and determined the desired need-payoff (N). However, the core principles of SPIN Selling are nonetheless invaluable to those who design the systems by which to expedite online merchandising. For example, the principles can assist with the formulation of feedback mechanisms which enable the prospective buyer to sharpen the focus on her or his specific Situation, Problem, Implication, and Need-payoff. The reality is that "customized" commodities are still commodities, of course, but a buyer's perception of them may be otherwise. But "No" in that so many so-called "Big Ticket" purchases necessarily involve a salesperson. Moreover, there is usually a direct correlation between the amount of the purchase and the length of the sales cycle. In addition, many of these purchases also involve a "circle of influence" which complicates the situation even more. Use of the SPIN System, therefore, must be sufficiently flexible to accommodate a sometimes wide variety of different (perhaps contradictory) perspectives on the given Situation, Problem, Implication, and Need-payoff. My own rather extensive experience suggests that it is and it does. The latest re-reading also suggested to me, in ways and to an extent previous readings hadn't, that the principles of SPIN Selling (with only minor modifications) can be effectively applied to situations in which nothing is for sale. For example, during the hiring process, when a promotion is being negotiated, or after a major crisis has occurred and must be resolved. Yes, yes, I know. There are excellent reasons why Rackham's book bears the title it does. The title is certainly appropriate. All I presume to suggest is that, for me at least, the principles of SPIN Selling have applications wholly unrelated to the selling process...unless we extend the meaning of "selling" to include persuasion in almost any context. This is a business "classic." Like all other such classics, it deserves to be re-read periodically, both to remind us of what we may have forgotten and to reveal to us what we may have failed to understand before. Within a turbulent global marketplace, moreover, the principles of SPIN Selling have achieved a matrix of relevancies which perhaps even Rackham could not have anticipated in 1988.
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Summary: Where can we find the french version?
Review: I would like to get the french version of this book. Could anyone help me?
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Summary: Neil Rackham's Comments
Review: This is yet another book about how to sell more successfully. So what makes it different from the more than 1000 books already published? Two things: 1) It's about the larger sale. 2) It's based on research. I'm writing for those who are serious about selling -- who see their selling as a high-level profession needing all the skill and care that go with professionalism in any field.
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Summary: Extremley concise and effective introduction to selling
Review: As a selling 'novice' I was very impressed with the research carried out at Huthwaite and it's impact on the sales cycle. However, has anyone else spotted the numerous spelling errors in the book? It does take away the quality of the book somewhat.
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Summary: HELPFUL GUIDE TO THE SELLING PROCESS
Review: 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.
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Summary: Actually asking for more info!!!!
Review: I have reviewed the customer comments/reviews which you have on-line on this particular publication (Spin Selling by Neil Rackham), BUT all reviews appear to be on the hardcover version -- do you have any reviews on the abridged audio cassette version and how it compares to the hardcopy book?
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Summary: One of those few good books of sells ( Maybe the best )
Review: Is a perfect book, to teach Sells from the begining. You can throw out all the other material of sells, because you don't need nothing else. I need to know if I Can develop a curse whit this material in Mexico, please give me a E- mail.
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Summary: This book transformed my attitude to sales.
Review: The concepts in this book can be implemented in a variety of ways. I found that the simplicity of "SPIN" selling made my professional life much easier -- whether in actual sales situations or in situations where I need to understand the issues and problems facing my clients and co-workers. The key to Rackham's approach, in my mind, is that the information is highly practical and is presented in bite-size chunks, making it easty to actually LEARN. Many sales books depend on trick techniques; this one teaches how to achieve solid value for both parties.
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Summary: IF YOU ARE IN SALES SPIN QUESTIONING IS WORTH $$$$$$
Review: This is what sales is all about. Spin selling is one of the best books avialable in the sales inustry. Its a must read book if you want to exceed in your career.
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Summary: Research based, intuitive, fundamental, readable
Review: I have been trained in many selling processes in the past - Xeroz PSS, Wilson Councilor Selling, Tom Hopkins, etc. - but SPIN Selling is the most logical, well-thought-out approach for the complex purchasing decision making selling process. I compared its approach to published research on buyer behavior involved in making a significant purchase and SPIN Selling addresses the buying processess superbly. I strongly recommend it.
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