- Hardcover: 197 pages
- Publisher: McGraw-Hill; 1st edition (May 1, 1988)
- Language: English
- ISBN-10: 0070511136
- ISBN-13: 978-0070511132
- Product Dimensions: 6.2 x 0.8 x 9.3 inches
- Shipping Weight: 1 pounds (View shipping rates and policies)
- Average Customer Review: 335 customer reviews
- Amazon Best Sellers Rank: #3,385 in Books (See Top 100 in Books)
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SPIN Selling 1st Edition
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"Essential for everyone involved in selling or managing the sales function." -- Journal Of Marketing Management --This text refers to the Audio CD edition.
From the Back Cover
"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling"
--Journal of Marketing Management
"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field."
--Industry & Commerce
"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession."
"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales."
"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling."
"Almost anyone could learn something from this book. Essentially,it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable."
--Sales and Marketing Management
Top customer reviews
As a sales person quality books are worth their weight in gold. Anyone can focus on improving their technical knowledge, but what will always help more is understanding the thought behind why the deal exists in the first place and what your customers are really looking for. It's too often that people throw a spec list out and expect to close based purely on spec. There are far greater factors than simply spec that will sell a product and this book will help you understand some of the thought behind it.
I was pretty happy to find that many of my own personal beliefs -- probably due to my experience with enterprise sales -- were covered in this book. That said -- I have absolutely learned and applied my new tricks already. I actually get kind of giddy when I get a chance to use one of my new tactics.
Except Dean graziosi says "People will love you, hire you and buy from you if you understand them." Not they understand you!
And he also mentions something like, silence after the sale.
Hope that helps!
Btw, the author doesn't mention if you could use the larger sales techniques for smaller sales, he just tells you what to do in larger sales.
I now run a consulting firm where everyone in the firm has been a VP of Marketing at an operating company. But when it was time to sell our services, we realized that our marketers didn't know how to sell. We provide fractional or part-time Chief Marketing Officers to Growth and Mid-Size companies. We are therefore selling to CEOs and because we are selling experience and insights, feature and benefit selling is useless.
After reading SPIN Selling I purchased a copy for everyone in my company. The focus on structuring a sales call around leaning about your potential client and getting them to explain why they need us was golden. Just like the book says, the more we ask about the client's company, the more they believe that we care about their company and understand their problems. And the less time we spend telling them how smart we are, the smarter they think we are.