- 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: 337 customer reviews
- Amazon Best Sellers Rank: #3,260 in Books (See Top 100 in Books)
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
SPIN Selling 1st Edition
Use the Amazon App to scan ISBNs and compare prices.
The Amazon Book Review
Author interviews, book reviews, editors picks, and more. Read it now
Frequently bought together
Customers who bought this item also bought
"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
Browse award-winning titles. See more
Top customer reviews
There was a problem filtering reviews right now. Please try again later.
There can be a problem when an idea or term is ubiquitous: it becomes almost generic or commonplace. Everyone who has had a sales class -- at least mine -- can list the words that comprise the acronym. But it is valuable to return to the original source for insights.
It was a pleasure to recently re-read SPIN Selling. Rackman does a fine job of summarizing the results of a massive sales research effort. Anyone who has been a salesperson or has taught professional selling must be amused by his anecdote on p. 25 about a salesperson who diligently followed the closing procedure that he had been taught: (see if you can identify each type of close attempted!)
Salesperson: So, Mr. Robinson, you can see that our product is clearly best for you -- if you just sign here.
Mr. R: Just a minute -- I don't see... I haven't decided.
Salesperson: But Mr. Robinson, I've shown you how we can improve the efficiency of your office and save you trouble and also money -- so if you can decide when you'd like delivery...
Mr. R: I'll do no such thing. I'm not making a decision this week.
Salesperson: But as I've explained, this model is in great demand. I can let you have one now, but if you wait for next week, there could be a several month delay.
Mr. R: That's risk that I will have to take...
Salesperson: Would you prefer a month's trial installation, or would be better for your budget to buy outright?
Mr. R: I'm going to throw you out of my office. Tell me, would you and your friends in the corner prefer to go of your own accord, or would you like me to call security.
There are good stories and insights on every page. It is fascinating to understand how SPIN questions evolved.
This book should be on the shelf of every student of sales.
Most recent customer reviews
Except Dean graziosi says "People will love you, hire you and buy from you if you understand them." Not they understand you!Read more