Customer Reviews:
Showing reviews 1-5 of 111
 SPIN is a MUST for the Consultative Sales Person November 12, 2009
CAHawkeye
I first learned about SPIN back in 1983 with my first job out of college. I can tell you that I've used it religously since then to help me close millions of dollars of business that I wouldn't have closed without the knowledge that SPIN provides. Rackham articulates exactly how you should frame your sales meetings so that you are asking the absolutely perfect questions that lead to expressed (explicit) needs that your customers want to solve with your help. Without asking the right questions, (and in the right order), you will get more objections than necessary, and you will lose sales opportunities. If you want to be a schlocky 'Herb Tarlick' type salesperson, then this isn't for you. But if you want to impress your clients with your ability to create solutions that they love, then SPIN will definitely get you there. Get the book, and also purchase the SPIN fieldbook. Develop your own set of questions, and PRACTICE! You will be glad you did!
Super book! November 2, 2009
Custom Construction (Raleigh, NC)
Full of great advice for people who don't want to sell, but they have to. Not your typical sales technique book full of hype, this book tells you what to do in a meaningful way.
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 Rethinking the Sales Force October 26, 2009
Larry Underwood (Scottsdale, AZ)
0 out of 1 found this review helpful
Over two decades have passed since Neil Rackham's revolutionary sales treatise spun the business world upside down. Since its publication, Rackham has gone on to become known as The Professor of Selling, reaching millions of eager sales people searching for a better way to practice their craft; this book lays a nice foundation.
Rackham's scientific research has produced a winning formula for helping sales people maximize their potential, using four probing questions when trying to close that high dollar deal---Situation, Problem, Implication & Need Payoff (SPIN). The clever acronym is a nice bonus, since it helps us remember what questions need to be addressed during the sales process.
For any sales professional seeking an effective strategy to implement, this book is a great place to start. The material covered is still quite relevent, and Rackham's engaging style of writing makes this all very easy to digest. Certainly, this book belongs in any sales professional's personal library; perhaps not at the top of the list, but very close, nonetheless.
Spinning for the Big Fish June 8, 2009
Mr. Andrew Greig (Melbourne, Australia)
0 out of 1 found this review helpful
I read this book because I was referred to it by a top salesman of expensive equipment.
This book is easy to read, and it makes some cogent arguments for abandoning the conventional wisdom regarding sales, ie that a big ticket sale is handled in the same way as a small sale.
To my great joy, the model proposed by Rackham, and the Huthwaite Group, sits very well with me. The model looks at the SPIN process. S = Situation questions, P = the Problem the client is experiencing, I= the Implications of the problem, and N = the Needs Payoff for the client.
The undergirding idea that comes through every page is that if we look after the clients interests first, and assist the client to see the implications of their problem, then we are in a much better position to have our solution accepted.
Dealing with Objections, closes of various flavours, and other skills which succeed in small sales are driven, by evidence, out of the big ticket sale transaction.
I heartily recommend this book to anyone who is missing the mark in big ticket sales, or who is looking to increase their hits over misses.
The "must read" sales book: Spin Selling June 3, 2009
Peggy I. Mckee
1 out of 3 found this review helpful
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Showing reviews 1-5 of 111
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