Spin Selling by Neil Rackham (1988, Hardcover, Illustrated)

This book was great!! I'm an undergraduate studying marketing and I'm a marketing intern on campus. My boss told me to read this book before my sales class in the summer. Although this might be a good book to start out with if you're new to selling so you learn how to sell the right way instead of learning bad techniques first, I think you should have experience in sales before you read this book. You will not understand a lot of this if you don't. I had a sales job a couple summers ago and it really helped me to understand what Rackham was talking about in terms of closing, handling objections, explaining features early, etc. I recommend this book to anyone in sales- small or large. It's important to understand that there is a big difference between different sales of different sizes. Even if you are strictly involved in one type of sales, knowing these differences will make you a better salesperson. I really admire how determined Rackham is, even when his research LOOKS extremely positive, he still questions and argues that the research was influenced by other factors. Since he is so quick to question his own research, the research he has done with Huthwaite is that much more credible. Read the Appendix at the end. It's a short book with a lot of valuable information. Please take the time to read it.

I'm in a big sales business. I do financial transactions that make 30 year impact on an entities' financial future. If I'm going to advise a firm or individual to make a change, I can't use the Tom Hopkins closing techniques or a hard close, or assume the sale. All those would make me look unprofessional on a large sale even though they're effective for the small sale.

SPIN selling is the only book that made it comfortable for me to lead to the final consumaton of the sale and kindly ask for the sale. It's helped me so much. A must read for people working with large sales.

This book is great. I am the VP of Sales for a national marketing firm. All of my sales reps are required to read this book. At some point in the future we plan on hiring Huthwaite, Inc. to train our staff. We are confident that this is THE BEST sales method. Based on research. It can't get better than that.

Book is in good condition. Missing the cover, contrary to picture used on listing. No torn pages. BBBBBBBBBBBBBBBBBBB

This book was in excellent condition. I purchased it for a Business Sales class I'm taking. This book is a very easy read.

The shipping was on time and the book arrived in the condition stated. I needed the book for a class in school.

Exactly what I was looking for, in great condition and arrived quickly! The book was a great read reviewing the differences in approach between succesful and unsuccessful sales people.

Very fast shipment. I was impressed. Highly recommend. The book was in good condition and without any highlighting.