• SPIN Selling

  • By: Neil Rackham
  • Narrated by: Eli Woods
  • Length: 6 hrs and 12 mins
  • 4.4 out of 5 stars (14 ratings)

1 title per month from Audible’s entire catalog of best sellers, and new releases.
Access a growing selection of included Audible Originals, audiobooks and podcasts.
You will get an email reminder before your trial ends.
Your Premium Plus plan is $14.95 a month after 30 day trial. Cancel anytime.
Buy for $17.49

Buy for $17.49

Pay using card ending in
By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

Publisher's Summary

 

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, listeners will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales?” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods that were developed for small consumer sales just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

©2014 McGraw-Hill, Inc. (P)2014 McGraw Hill-Ascent Audio

What listeners say about SPIN Selling

Average Customer Ratings
Overall
  • 4.5 out of 5 stars
  • 5 Stars
    9
  • 4 Stars
    2
  • 3 Stars
    3
  • 2 Stars
    0
  • 1 Stars
    0
Performance
  • 4.5 out of 5 stars
  • 5 Stars
    5
  • 4 Stars
    1
  • 3 Stars
    0
  • 2 Stars
    1
  • 1 Stars
    0
Story
  • 4.5 out of 5 stars
  • 5 Stars
    5
  • 4 Stars
    2
  • 3 Stars
    1
  • 2 Stars
    0
  • 1 Stars
    0

Reviews - Please select the tabs below to change the source of reviews.

Sort by:
Filter by:
  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Makes sense

Author’s words about using the skill being so much harder than just learning it are so true.

1 person found this helpful

  • Overall
    3 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    4 out of 5 stars
  • WT
  • 02-25-22

Needs accompanying PDF

Many references to figures, some crucial for your understanding of a concept. Disappointing then that there is no PDF with relevant illustrations

Sort by:
Filter by:
  • Overall
    3 out of 5 stars
  • Performance
    2 out of 5 stars
Profile Image for Mr. J. A. Ball
  • Mr. J. A. Ball
  • 08-04-22

not as interesting as I'd hoped

Gotta be honest, the narration was hard to get through. So dull and emotionless. Book seems a little outdated and I'm sure most sellers are more evolved than the ABC sellers of the 80s and 90s. By the end of the book I'd already forgotten most of it. I gave 3 stars because I am sure this was one of the first books discussing more elevated sales conversations. I made it to the end but only just. TFF 3x playback.

  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Simon
  • Simon
  • 06-13-22

Definitive

A facts based Sales book, how refreshing! Even if it is 40 years old.

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Bmcorp
  • Bmcorp
  • 05-16-22

A great model for selling high ticket!

Loved it but theres so much information i will need to listen to it a few times to really benefit and learn the methods, its Great!!!

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Will
  • Will
  • 03-20-22

Great Book..

I'm new to selling as have recently set up a business. this book came recommend and I must admit I've found it informative and refreshing to know that sales doesn't have to equal pushy hard closes

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Jordan Butel
  • Jordan Butel
  • 03-08-22

awesome

An excellent book, and a must read / listen for sales people. The narration is a little dry.

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Mujammil
  • Mujammil
  • 01-21-22

Fundamentals of every Sale

This book really highlights how sales often go over and over. Neil really breaks things down and makes it so simple, you can tell this guy got real experience

You'll learn what happens in a sale, the different parts, how much each part contributes to the sale in the end (He gives specific %'s on how much influence each part has on the sale)

A great read for anyone who is getting into sales or who is already in sales

Sort by:
Filter by:
  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    3 out of 5 stars
Profile Image for Anonymous User
  • Anonymous User
  • 05-31-22

A more connected approach to selling.

Great technique and approach where you take a person on a journey towards the sale rather than push them over the line. Really enjoyed the book and noted the clear approach to deeply thought out research.

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
Profile Image for Rod
  • Rod
  • 03-15-22

Must-read

Not just for salespeople. It could be called "how to convince anyone anything worth believeing"