Not the Be-All or End-All in selling, but a good read.......

I didn't buy Spin Selling, but I did browse it at our local book store. Spin Selling is not new. I have used some of the techniques in spin (Tom Hopkins, top sales trainer in America for over 30 years offers a similiar spin only calls it NEADS and Brian Tracy calls it IADA) and I agree with the consultative, solution based style of selling. However, I disagree with this author in saying that your presentation should eliminate all possible objections and that objections are bad.

Neil Rackham offers a soft-selling approach that is refreshing. Probably appeals to the new and amateur type of sales personality. A good read, not the be all or end all or the magic bullet that some try to make it out to be. Also strongly recommend Brian Tracy and Tom Hopkins as well as other books on selling.

Great Insight!

If you are in sales and have read most of the popular books on selling, this will give you a different insight into the sales process. It's based on extensive documented research and takes you to the next level in the sales process.

Total Crap! A sales book written by a non sales person???

First of all, other than this book and some seminars, what has the author ever really sold? Answer? Nothing!

So how can we real salespeople expect to take seriously a book written by a guy who never soldd a thing?

Being somewhat of a open minded individual and perhaps a glutton for punishment, I bought his book, tried the techniques for awhile. I will admit that my clients seemed friendlier towards me, but my sales did not only not increase, they went down. I had turned my back on 30+ years of what worked to try a theory backed by University testing and perpetrated by a guy who never sold a thing!

Another thing that I found was that my sales presentations were getting longer and I was seeing fewer clients. The SPIN strategy sounds great on paper, but doesn't work in the real world. Witness the fact that this book came out in 1988 and very few companies are using SPIN anymore.

I also find it laughable that the companies that espouse this technique are AT&T, IBM and KODAK! Have you checked their earnings lately? If these companies represent what spin selling is all about, then I will gladly recommend it to my competition!

Remember this book was released in 1988. A lot has changed since then. I personally do not know of any successful companies that are using the SPIN Technique, at least not completely or as directed in this book.

SPIN was more or less of a fad that was popular in the late 80's and early 90's and has since died out. Like I said, I don't know of any really successful salepeople or sales companies using this method. Most companies have abandoned it and those that are using it have inordinately high turnover rates and low sales.

IT DOESN'T WORK! Not by itself. Better off to read Tom Hopkins or Zig Ziglar and learn some real sales techniques by people who have at least been in the trenches and actually sold something besides books. Tom Hopkins and Pat Leiby have written an excellent book called Sell It Today, Sell It Now: How To Master The Art of The One Call Close. Aside from being written by two real salespeople with over 75 years of sales experience, the book covers a legitimate 5 step process that is placed in the order that completes the sale and prevents buyers remorse.

Ask anyone who has used the spin method about their "unwinds" and cancellations. If you make a sale, it doesn't last.