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Title: SPIN Selling by Neil Rackham, Bob Kalomeer ISBN: 1-56511-420-5 Publisher: HighBridge Company Pub. Date: 30 June, 2000 Format: Audio CD Volumes: 3 List Price(USD): $24.95 |
Average Customer Rating: 4.45 (44 reviews)
Rating: 3
Summary: Definitly BUY THE BOOK ..Skip the audio
Comment: I love SPIN Selling, the book and workbook. Also Major Account Sales Strategy. When I bought the CD I was thinking I could add a tool to my audio library and have more constant exposure to the concepts. But no
This audio was worse than my grade school educational film series. The reader is dull, boring and almost put me to sleep in the car. This is GREAT material. Everyone that is considering any of the books I would heartily give them a 5 of 5 stars.
I fast forwarded through the entire first cd, hoping that I would start hearing the same "meat" I read about in SPIN. What Iheard was a lot of "pre-program" dialog.
If I could speak with Neil Rakham I would say, "Neil, this is an outstanding program. Please get a reader with more emotion".
Rating: 4
Summary: Great book on sales tactics, but lacks strategic content....
Comment: This was one of the better sales books I have read. It brings up a new perspective of questioning the customer. Rackham shows the reader how to take a seemingly small customer problem and develop it into a situation that needs immediate attention by the customer (i.e. he needs to buy your product). It dispels a lot of the common myths about selling - don't use all of those stupid closes that only sometimes work with inexpensive commodity items, etc. He also hammers home how to advance each sale by obtaining commitment of some sort - not necessarily a sale, but some commitment of furthering the sales process.
The only possible drawbacks I noticed were that unless phrased carefully, the "rubbing salt into the wound" segment of the problem/implication questions can be taken the wrong way by some customers. Further, a lot of customers (at least in my industry) are probably already acutely aware of the problems they have and their implications. It is still a good read, though.
The book is definitely aimed at sellers of high-dollar, high value-add items and not at booksellers or used car salespeople. As the title of this review indicates, the book was great on the questioning tactics of a sales call, but it does not address the strategic aspects of which customers to target, how to get to know the players at each account, etc. For the other half of the sales picture, I would highly recommend "Strategic Selling" and perhaps even "Conceptual Selling" by Miller and Heiman. Those two books were the two best I have read on selling, but Spin Selling is definitely recommended as an addition to the complex product salesperson's library.
Rating: 3
Summary: Too much bashing of "other" books
Comment: There are some interesting ideas and advice in SPIN Selling. However, the author spends too much time praising his own research and bashing other sales books. Negative selling does not get one anywhere. This applies to both major and minor sales.
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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): $18.95 |
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Title: New Strategic Selling: Unique Sales System Prven Successful By World's by D Stephen E./Sanchez Heiman ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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Title: Major Account Sales Strategy by Neil Rackham ISBN: 0070511144 Publisher: McGraw-Hill Trade Pub. Date: 01 January, 1989 List Price(USD): $24.95 |
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Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth, Rick Page, Sallie Sherman ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
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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 |
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