SPIN Selling

  • 2h 58m 25s
  • Neil Rackham
  • Recorded Books, Inc.
  • 2000

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 Rackham presents will convince and convert you.

In this Audiobook

  • 2. Obtaining Commitment: Closing the Sale
  • 3. Customer Needs in the Major Sale
  • 4. The SPIN Strategy
  • 5. Giving Benefits in Major Sales
  • 6. Preventing Objections
  • 7. Preliminaries: Opening the Call
  • 8. Turning Theory into Practice