Spin Selling

By Neil Rackham, Rackham
What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?

Now you can find answers to all these questions with the SPIN strategy.



    RELATED ARTICLES

EDITOR'S CHOICE: The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

Posted August 17, 2017, 8:44 AM with category of Marketing & Sales
Really good, humane and effective sales books don’t come around too often, so when they do you should snatch them up. Anthony Iannarino's new book is one of them. Read more

NEWS & OPINION: Marc Miller/Selling Is Dead Interview

Posted February 6, 2006, 9:28 PM with category of Management & Workplace Culture
This week, our interview is with Marc Miller, author of Selling Is Dead: Moving Beyond Traditional Sales Roles and Practices To Revitalize Growth. Miller's work is based around the large sale, which is any sale that requires the customer time and consideration before a purchase is made. This podcast went a little long, but there is alot of good stuff so you are getting the whole thing. Read more

NEWS & OPINION: Sales Books #1 - Selling Is Dead

Posted December 5, 2005, 4:44 PM with category of Big Ideas & New Perspectives
I first saw this book on Seth Godin's blog. His quote was enough: "There are very few books that actually think about what it means to sell something. " I feel the same way about this book. Read more




    SHARE THIS
Embedicon
 
9780070511132
eBook

  Choose a format

Price: $27.20/ea
LIST PRICE: $34.00

Bulk Hardcover Non-returnable Discounts
Quantity Price Discount
1 - 24 $27.20 20%
25 - 99 $23.80 30%
100 - 499 $22.10 35%
500 - 999 $21.42 37%
ISBN: 9780070511132

About the Hardcover

Publisher McGraw-Hill Education
Publish date 05/22/1988
Pages 197
ISBN-13 9780070511132
ISBN-10 0070511136
Language English

Need 1000 or more?

Additional discounts may be available for print books. We also offer pricing for RETURNABLE orders. Please call 1-800-236-7323 or email us to request a quote.