SPIN Selling by Neil Rackham Summary
Overview of SPIN Selling
"SPIN Selling" revolutionized sales with research spanning 35,000 calls across 23 countries. Rackham's counterintuitive approach - asking strategic questions instead of pushing - transformed how top companies close complex deals. Want to know why traditional closing techniques actually kill major sales?
Similar books to SPIN Selling
Senti il libro attraverso la voce dell'autore
Trasforma la conoscenza in spunti coinvolgenti e ricchi di esempi
Cattura le idee chiave in un lampo per un apprendimento veloce
Goditi il libro in modo divertente e coinvolgente
Punti chiave
The Psychology Behind Big-Ticket Sales
Ever wonder why that smooth-talking sales technique that works perfectly when buying a coffee maker completely backfires when you're considering enterprise software? Neil Rackham's groundbreaking research revealed a startling truth: the psychology of purchasing decisions fundamentally changes as the price tag grows. After analyzing 35,000 sales calls across 23 countries, the evidence was clear - traditional closing techniques, objection handling, and benefit statements that shine in small sales actively sabotage success in larger ones. When purchasing a $50 item, a pushy closing technique might secure an immediate decision. Apply that same pressure to a $50,000 purchase, and you'll likely destroy the relationship. The stakes are simply different. In major sales, the most critical deliberations happen when you're not there, customers forget half your key points within a week, and the fear of making a public mistake often outweighs price considerations. This isn't just another sales technique - it's a fundamental rethinking of how human psychology operates in significant purchasing decisions.
The Four Stages Every Sale Must Navigate
Why Closing Techniques Actually Kill Major Sales
The SPIN Method: Questions That Transform Problems into Needs
Features, Advantages and Benefits: The Critical Distinction
Preventing Objections Before They Happen
Turning Knowledge Into Sales Success
Modalità Riassunto Rapido - Leggi o ascolta il riassunto di SPIN Selling in 9 minuti
Scomponi le idee chiave di SPIN Selling in punti facili da capire per comprendere come i team innovativi creano, collaborano e crescono.
Modalità Flashcard - Top 8 Spunti da SPIN Selling in Sintesi
Distilla SPIN Selling in rapidi promemoria che evidenziano i principi chiave di franchezza, lavoro di squadra e resilienza creativa.
Modalità Divertente - Lezioni da SPIN Selling Raccontate in Storie di 21 Min
Vivi SPIN Selling attraverso narrazioni vivide che trasformano le lezioni di innovazione in momenti che ricorderai e applicherai.
Modalità Personalizza - Leggi o ascolta il riassunto di SPIN Selling in 0 minuti
Chiedi qualsiasi cosa, scegli la voce e co-crea spunti che risuonino davvero con te.
Creato da alumni della Columbia University a San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
Creato da alumni della Columbia University a San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
Ottieni il riassunto di SPIN Selling in formato PDF o EPUB gratuito. Stampalo o leggilo offline quando vuoi.