Book Description
How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
Customer Reviews:
A classic and one of the very best.......2007-09-02
SPIN is a classic, one of the books that revolutionized professional selling. It amazes me to read some of the negative reviews of this book posted here. Some of this I attribute to lack of knowledge of the history of our "profession," which bears few hallmarks of being a profession yet. Can you get a four year college degree in SELLING, the one thing every business must do well to survive, let alone prosper? Except for programs at a small handful of universities around the country, the answer is NO. Do we have peer-reviewed journals in our profession? NO. Do we have accepted standards and professional certification? NO.
What Neil Rackham, a behavioral researcher, did for selling was huge. He applied the techniques of research and analysis to our profession. Until then, no one could say definitively that "always be closing" was bad advice. But in business to business selling, in high-tech selling to educated professionals, the "ABC's of selling" is only one of many pieces of bad information that passed for "wisdom" before Rackham showed them up for what they were. Such sales tactics are the reason salespeople have been saddled with negative stereotypes.
Some reviewers condemn Rackham by saying that companies cited, such as Kodak, IBM, and Xerox have suffered business reversals since this book came out. Sorry folks, but good salespeople using good selling techniques will not, alone, save your company. MANY companies that were at the top of their industries in the 1970s and 1980s are either out of business or have suffered serious reversals in the years since. That is a different issue altogether, and if you are looking for explanations try STRATEGY books like "Good to Great" by Jim Collins or "Strategy" by Michael Porter. Someone on this site said that IBM's loss of computer business to other PC makers was evidence of the failure of SPIN...totally ridiculous. IBM passed on the operating system that became DOS, which in turn became the engine fueling MicroSoft's ascent to the heights. In hardware manufacturing IBM ignored lots of evidence that a paradigm shift was underway and PCs were becoming commodity items.
The negative reviewers are looking for a silver bullet in many cases: SPIN will not transform you into a president's club winner by reading it. It is how you apply and practice it that will enable your success. Becoming expert in the use of this simple framework requires work and thought. What Rackham showed us is that the WORDS we use are important, along with HOW WE USE THEM. We must understand THEIR goals and focus on being part of THEIR success if we are to be successful in a sustainable, long-term partnership. Also that we must not be manipulative or treat other people (aka "customers" or "prospects") in ways we would not want to be treated ourselves. The acronym "SPIN" was coined before Washington politicians gave the word the negatie connotation it now has.
SPIN is not the only good refenence book for salespeople, but it is a landmark book, the result of research that has not, to my knowlege, been replicated since. It should be a held in great esteem by any sales professional. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.
By the way, I have been in sales for 30 years, as a salesperson, sales manager, and director of training for a Fortune 500 company. I still have a lot to learn. But one thing I do know: there is tremendous value in this book for any salesperson with an open mind and the desire to continue growing, learning and improving as a sales professional.
Highly effective technique in high-touch Sales.......2007-07-19
This book is a simple guide to improve your effectiveness as a sales professional in high-value direct enterprise sales situations. Regardless of culture and language, people on the other side of the table from a sales person have an instinctive judgment to mis-trust any characteristic that seems contrived or unnatural. Genuineness is a pre-requisite. Therefore, like with any sales theory, rote learning and implementation of the theory is futile. Having said that, internalizing the fundamental premise of this book in my everyday life as a sales-person has been rewarding over the years and across geographies, cultures, languages and types of product/service being sold.
SPIN selling goes well with approaches that talk about Values-Based Selling, Solution Selling and Rackham's own Major Account Sales Strategy.
Huthwaite (Rackham) has done a phenomenal job of monetizing this simple concept by way of selling sales training and books. However, you may find the book too "salesy" at times. It is common idiom with any good speech, presentation or book; first you tell them what you are going to tell them, then you tell them, then you tell them what you told them. The book does a great job of steps 1 and 3, but leaves you wanting more in step 2.
The basic concepts about stages of a sales call, focus on customer needs and benefits, situation-problem-implication-need-payoff line of questioning, objection handling/prevention, sound closing techniques and post-sales are well articulated. The promise of increasing effectiveness in "major sales" is largely fulfilled. However, the emphasis on "it's based on research" goes unsubstantiated for the most part. You find the author insisting that "it's based on research" and providing simplistic graphs "based on research" than actually providing rigorous insights into the research. It also does not help that business theory is presented as a first person narrative. Blurs that fine line between theory-based opinion and opinion-based theory.
All said, the technique is highly effective and serves as a great foundation for approaching sales calls at various stages in the cycle. I've found myself going back to this book multiple times over the years. Always a good sign for books that you want to own rather than just read once.
How to Ask the Questions that Lead to Sales Success.......2007-06-30
The sales guru Zig Ziglar once said "People don't care how much you know until they know how much you care." To me, that means that you've got to understand people before you can persuade them. If you're to understand someone, they have to talk to you. And the best way to get them to talk is to ask questions. But are there some questions that are more highly correlated with successful selling than others?
Published in 1988 and still one of the best researched sales books on the market, SPIN Selling by Neil Rackham has the answer: Yes, some questions do increase your chances of sales success more than others. More importantly, these client interviews- what SPIN Selling calls the Investigation stage- have the greatest effect on the outcome of the sale. The book outlines the four types of questions that salespeople ask during the Investigation stage:
Situation: What is going on here? How do things work?
Problem (Pain Points): What are the problems you are experiencing?
Implication (Implied Needs): What effect do these problems have on results (cost, quality, delivery, customer service)?
Need-Payoff (Explicit Needs): What improvement in results could you make by resolving these problems with these specific capabilities (perceived value)? Are there other benefits? How important are these benefits to you?
(From page 91) "The SPIN model taps into the psychology of the buying process: buyers' needs move from Implicit to Explicit. The questions provide a roadmap for the seller guiding the call through the steps of need development until Explicit Needs have been reached. The more Explicit Needs you can obtain from buyers, the more likely the call will succeed."
Following the model gets customers to tell you how what you're selling helps them. It makes you partners instead of opponents in the value discovery process. And by helping clients develop the benefits in their own words, you avoid objections and make it easier for clients to sell internally for you.
Ultimate Sales Model for Business to Business Selling.......2007-06-25
I speak around the world on lead generation and SPIN Selling" to give you a roadmap on how to master business to business selling.
There is no other resource I can think of where you can "easily perfect" your selling approach and strategy.
Neil gives you step-by-step plan that anyone can follow in their quest to excel at selling their products or services.
The one caveat is I would adopt the "SPIN" Model to "SPAIN" with the "A" emphasizing "Agitate" to put more focus on what the problem is costing your prospect without your specific solution.
I would also add that the SPIN Field Book is a great resource.
Joe Heller, Trust Cycle Selling
Great book.......2007-06-09
Great Book. Good buy for any sales professional who has to use the phone at work.
Book Description
In today's environment of tight budgets and even tighter turnarounds, effective supply-chain management has become a core business requirement. Managing the Supply Chain adapts the number one supply-chain book on the college market to examine how professionals can consistently turn supply-chain strategy into a competitive advantage.
This results-based book examines the experiences of today's most accomplished companies to demonstrate supply-chain innovation at work in the marketplace.
Customer Reviews:
Book review in American Shipper magazine.......2004-07-07
From "Know your supply chain variables" by Philip Damas, American Shipper, July 2004
While avoiding industry jargon and the hyperbole often used by logistics consultants, this book guides the reader with clarity and purpose through many supply chain aspects, from order fulfillment to logistics network optimization, through order forecasts and product design.
A common theme of this book is the need for global optimization across all corporate functions, all warehouses or locations, and across companies that share the same supply chains.
Book Description
Real World Scenarios for Practical Insights into the Field of Purchasing and Supply Management
Whether you're a purchasing or supply management professional seeking to validate the skills and knowledge acquired through years of practical experience, or a relative newcomer to the field looking to strengthen your resume, the C.P.M. certification from the Institute for Supply Management (ISM) provides you with the means to do so. The Purchasing and Supply Manager's Guide to the C.P.M. Exam was developed to help you prepare for the four modules that comprise the C.P.M. exam, and includes additional study tools designed to reinforce understanding of crucial subject areas.
KEY TOPICS INCLUDE:
- Purchasing Process. Identifying requirements, preparation of solicitations, supplier analysis, contract execution, implementation, and administration.
- Supply Environment. Negotiations, information technology, quality issues, internal relationships, and external relationships.
- Value Enhancement Strategies. Sourcing analysis, supply and inventory management, value enhancing methods, forecasting and strategies.
- Management. Management and organization, and human resource management.
This Study Guide is not sponsored by, endorsed by, or affiliated in any way with the Institute for Supply Management (ISM). ISM and C.P.M. are trademarks or registered marks of the Institute for Supply Management. This publication may be used in assisting students to prepare for the C.P.M. exam, but neither Harbor Light Press nor ISM warrants that use of this publication will ensure passing of the exam.
Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.
Customer Reviews:
Do not count on this as your single study source!.......2006-05-09
I bought this as an economical study reference. It is a great overview for key concepts but find additional sources to study by.
It took me failing the first test (after studing only from this book) to realize that the CPM exam answers are fomulated in a subjective manner. Many questions and answers are vauge and situational oriented. Questions are often worded as: choose the "most likely" or "least likely" answer, leaving 2 valid answers, the correct of which may depend on an organization's preference or even a buyer's experience!
The test seems to raise the difficulty by way intrepertation in an effort to ligitimize the CPM certification. The test is worded with such verbeage that I believe that it must have been written by a tenured government employee or mid level manager with a thesaurus.
As a purchasing professional with many years of experience, I found that most real world application and testing for certification in theory are quite different with occasional convergence.
The certification process will weed out the weak and I do take full responsibility for my first failure. Now that I know the rules of engagement, the battle is mine to be won.
Hats off to the authors for effectively simplifying a "complexable" (yes, I made that up!) subject.
It is a great reference and I will likely use it to train the buyers in our organization.
Read it and passed the exams!.......2006-04-25
Wow- I love the book but especially the CD. I bought the book, took a couple days to cram, practiced on the test samples, took the actual exams over three days, and passed all.
Nothing can take the place of subject matter expertise, which is tough to get from one book, but this sure helped. There is NO WAY I would have passed without this as study aid.
Very Good Summary.......2005-10-24
This book provides a great study guide for the CPM exam. The book is divided into the 4 sections of the exam which allows you to focus on the necessary material. It also includes a CD with lots of sample exam questions you can use to practice.
This book helped me pass the C.P.M. exam.......2005-08-04
This book helped me pass the C.P.M. exam. I was looking for a comprehensive reference, and I game across this title at amazon.com. It was not available at the time I started reviewing, March 2005. I got the book by the first week of May 2005. I took the exams in the 3rd and 4th week of June.
The book is both comprehensive and concise. I suggest you use this together (...) Although the test questions are not constructed like the ones found in C.P.M. exam, the book and the test engine helped me get the purchasing terms and definitions out of the way. I found the glossary and test engine very useful.
Book Description
Purchasing and Financial Management of Information Technology aims to significantly reduce the amount of money wasted on IT by providing readers with a comprehensive guide to all aspects of planning, managing and controlling IT purchasing and finance. Starting from a recognition that IT purchasing and the financial management often needs to be treated differently from other types of expenditure, the author draws on over 25 years of experience in the field to provide readers with useful mixture of good procedures and common sense rules that have been tried, tested and found to work. Many of these are illustrated by case histories, each with a moral or a lesson.
Purchasing and Financial Management of Information Technology provides useful guidelines and advice on whole range of topics including:
* IT acquisitions policy
* Dealing with suppliers
* Budgeting and cost control
* IT cost and risk management
* Specification, selection and evaluation of systems
* IT value for money
* Shows how to deal with suppliers
* Explains how to evaluate IT costs and benefits
* Demonstrates how to budget and control costs
Average customer rating:
- A great book for anyone thinking about buying a business.
- A Poor Guide
|
Buying in: A Complete Guide to Acquiring a Business or Professional Practice
Lawrence W. Tuller
Manufacturer: Liberty Hall Pr
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ASIN: 0830670610 |
Customer Reviews:
A great book for anyone thinking about buying a business........1999-07-23
This book delivers answers to questions you may not have even considered before buying a business. It is an easy to understand, step-by-step practical approach to a highly involved process, and could save one thousands of dollars and many long hours of disappointment. Tuller delivers the goods from the start of the buying process to the finish, giving practical examples all along the way. Highly recommended!
A Poor Guide.......1999-04-18
The author should concentrate less on the quantity of books he throws together and more on the quality of the material. As a business broker, I felt the book was full of unrelated tangents and only occasionally provided the reader with useful insight.
Book Description
Boating Magazine's Insider's Guide to Buying a Powerboat features tips and traps for the smart boat buyer. If you don't have an uncle in the boat-dealership business, here's the next-best thing: a longtime boat dealer and salesman who lets you in on trade secrets so you can buy a new or used boat without getting burned. J. P. Lamy lays out a step-by-step approach to finding the right small powerboat (under 30 feet) and buying it at a fair price with favorable financing.
You will learn:
- How salesmen are trained
- What their margins and markups are
- The use of the Internet for boat shopping
- What to look for, good and bad, in a new or used boat
- Checklists
- How to negotiate honestly but toughly
- How to shave thousands of dollars from an asking price
Endorsed by Boating magazine, Lamy's guide helps you take control and win in the bargaining process. When it comes to buying a boat, knowledge is power.
Customer Reviews:
Boating Magazine's Insider's Guide to Buying a Powerboat: Featuring Tips and Traps for the Smart Boat Buyer.......2007-04-12
Excellent overview for the virgin potential boat buyer like me.
Not buying a powerboat, but .......2004-12-04
I brought this book because I thought that I would be buying a powerboat. However after discussions with my wife I am now looking for a big yacht-a really major purchase!
I'm using the same techniques that he recomends in the book though. I'm making an offer as recomended and walking away.
The sellers that I have dealt with have not been angry. They seem to appreciate an honest valuation.
I have not brought yet, but then I don't need to.
New to Boating (A Year Ago).......2004-11-16
I purchased this book a year ago at a point where I knew nothing about powerboats. Reflecting back... this was a really good book in that it explains everything you want to know (and don't want to know) about purchasing a powerboat. There are entire sections dedicated to helping you decide specifically what type of powerboat you may want as well as sections dealing with boat inspections, sea trials, and techniques for purchasing.
The book is well worth the money.
Quick Read, Fantastic Advice.......2004-09-20
This book is short and easy to read, but contains outstanding advice. It walks you through the process of figuring out what type of boat might work best for you, and then helps you locate and evaluate potential boats. The checklists were great - they helped us be very thorough in looking over boats, and helped us realize when we found a boat that was a great steal. In addition, the author walks you through the negotiating process and gave us tips that saved us hundreds of dollars. He deals with the emotions of the process, which was very helpful as well. We always negotiate on all our purchases, but some of the tips here were new to me and worked extremely well. I'd highly recommend this book to anyone thinking about buying a boat.
No meat to this book.......2003-10-11
While this book is a good overview of buying a boat, it contains no surprises - and I knew nothing about boats before buying it - save reading two magazines.
What did it tell me ?
- There is approx 30-35% markup on price of a new boat
- you get a good deal if you get 12-15% of that in negociating.
What else?
Nothing much but common sense, and repeated info.
An organised person could generate the checklists themselves with or without the help of this book or a couple of boating magazines.
Anyone who has purchased a new or used car would go through the same tactics with the dealer/seller.
What would I reccomend instead ?
I also purchased "The Complete Idiots Guide to Boating and Sailing" which gave me a better (but still reasonably high level) introduction to boats/buying.
What has really impressed me is my latest purchase (reccomended from Amazon Reviews) and that is the so called "Bible of Boating" Chapmans Piloting. It sounds a bit high-brow, but covers everything and anything a novice or experienced person could want to know. It is letter sized hardcover with 650 color pages - well worth thirty five bucks. Buy that and forget wasting thrity bucks on three empty paperbacks.
Book Description
A Comprehensive and realistic guide for the purchase, operation, and maintenance of your ultralight or light sport aircraft. This 254-page book contains ten chapters and a thorough appendix. The material in the book is comprehensive, well-illustrated, and easy to read. The chapters cover such subjects as, Choosing an Ultralight, Training and Instruction, Maintenance, Meteorology, Ultralight Aerodynamics, and Frequently Asked Questions. The material is valuable for both newcomers to ultralight flying and veterans. The book is certain to become a must-have addition to every ultralight pilot's library.
Customer Reviews:
Great introduction to ultraligths........2006-04-21
I am just getting intrested in the fascinating world of ultralights, and this, as the first book that I read on the subject, gave me a very wide insight on what to expect, where to start, and touched every subject just enough. It is a good guide for starters like me, it spells out what to do and not do and how to do it wright from the begining. The countless grammar erros are a little annoying, but I guess not nessesary to keep you in the air.
Book Description
The purchasing and supply function has emerged from the shadows. As senior management executives around the world recognize the importance of each expenditure, and its subsequent impact on every level of their organization, purchasing and supply has become a major source of increased profits for today's corporations. Recognizing this, numerous well-established companies--including IBM, Weyerhaeuser, Bristol-Myers Squibb, and others--have today established Chief Purchasing Officer (CPO) positions. For more than three decades, THE PURCHASING HANDBOOK has been a staple reference for purchasing and supply professionals around the world. Chapters written by over 100 top authorities provide in-depth, authoritative coverage of each topic, and allow professionals to make confident, informed decisions in virtually any area of purchasing and supply. This updated, expanded 6th Edition--with 20 new chapters--contains not only the basic information every manager needs to know but also the current information and research that every manager MUST know for procurement in the next century. A partial listing of topics covered includes: Globalization; Industry consolidation; Technological advancements; Supply chain synchronization; E-commerce and the Internet; Virtual value networks; Strategic versus tactical procurement; Supplier integration; Collaboration planning and execution; Supply strategy development; Ethics and responsibility; Supplier price and cost analysis; Purchasing and supply negotiations; Purchasing of raw materials and commodities; Marketplace intelligence; Re-engineering; Human resource management; Total cost of ownership; Inventory management; Legal aspects of purchasing; Investment recovery. The first decade of the 21st century promises to bring an explosion in the technologies, strategies, and nuts-and-bolts applications of purchasing and supply management. THE PURCHASING HANDBOOK, SIXTH EDITION takes an innovative look at these future trends and issues--while delivering today's most accurate, up-to-date purchasing and supply information and making existing principles easy to understand and apply. This combination of essential reference information and eye-opening research findings makes it unmatched as a professional resource--and essential for every purchasing manager's professional collection.
Download Description
For over 30 years, purchasing managers have relied on The Purchasing Handbook as their field's only encyclopedic reference and study tool for CPM certification. Now revised for the new millennium--with over 100 leading contributors and 20 new chapters--this indispensable resource explores day-to-day principles in internal and external supply chain management, outsourcing, the exploding arena of electronic commerce, and other purchasing trends and strategic aspects.
Customer Reviews:
The Purchasing Handbook: A Guide for the Purchasing and Supply Professional.......2006-07-02
it't not what I expected contents
Complete disappointment........2003-01-25
This book is unnecessarily verbose, incoherent, and nowhere close to what its title suggests.
This book is a collection of articles/chapters written by different authors. As a result of that, not only there is no connection and coherency among chapters but also topics covered in the seemingly related chapters are different and unrelated. The coherency and relationship among chapters are just limited to their names not what is inside them. For example, in "Part 5: Item and Industry Practice" there are separate chapters on "Raw Material", "MRO Materials", "Software and Intellectual Properties", "Capital Equipments" to name a few. I would imagine that each of these chapters will discuss purchasing process, nuances, and best practices for these items. But unfortuantely, all these chapters are independant and adderess totally different issues.
I guess, if you want to learn about purchasing, you would be better off searching on the web and reading different articles on purchasing then spending money on this book.
Purchasing Handbook ** An All-In-One Guide.......2001-05-13
As a person who developes Purchasing/Inventory Software, this book has brought to my mind a deeper understanding of the process of Purchasing and how it relates to Inventory and Procurement methods, worldwide purchasing problems and methods. Things that, after many years in the business, I have never thought of or considered before.
The scope of this book is fantastic! A true bible of Purchasing...
This is a definite resource of anyone in the purchasing environment (or even programing environment)! A must Have!!!
This book is the guide for the new role of Purchasing today.......2000-04-20
The purchasing Handbook has allow me as a professional in this field to make confident, informed decisions everyday at work, the Handbook goes beyond to just informing the current trend in purchasing because it takes an innovative look at future trends and issues while delivering today's accurate purchasing and supply information, integrating the direction of today's business.
Thanks...
Book Description
In the market for a home, but don't know where to start? Not to worry! From financing, mortgages, and credit scores to closing the deal, bestselling real estate authors Eric Tyson and Ray Brown walk you step by step through the entire home-buying process.
Discover how to:
- Harness the Internet to help in your search
- Determine how much home you can afford
- Select the right type of mortgage
- Work with agents, brokers, lenders, and lawyers
- Research neighborhoods and home values
Read by Brett Barry
Average customer rating:
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Home Buying for Dummies
Eric Tyson , and
Ray Brown
Manufacturer: HarperAudio
ProductGroup: Book
Binding: Audio Cassette
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ASIN: 0694519413 |
Book Description
Are you considering making one of the largest investments of your life - buying a home?Do you get headaches thinking about budgets, mortgage calculations, inspections, and appraisals?Well, there's no need to stress!
Home Buying For Dummies™ takes the trauma out of buying a home and provides you with expert tips, advice, and suggestions for all aspects of buying a home.With sound financial advice from Eric Tyson, bestselling author of Personal Finance For Dummies™ and Investing For Dummies™, and frontline real estate insights from real estate veteran Ray Brown, you'll have the tools and resources at your fingertips to make the right decisions.
On this audiobook, you'll find advice on how to:
• Assess your financial picture and determine how buying a home fits into it
• Understand closing costs
• Select the best mortgage for you
• Research neighborhood and home values to avoid paying too much
• Understand the pros and cons of buying different types of housing
• Assemble the right team to help you put the deal together
• Hone your negotiating skills
Books:
- Strategic Human Resources: Frameworks for General Managers
- Supervision in Social Work
- Supply Chain Management and Advanced Planning: Concepts, Models, Software and Case Studies
- Supply Chain Management: Strategy, Planning, and Operations, Second Edition
- Supply Chain Management with APO: Structures, Modelling Approaches and Implementation of mySAP SCM 4.1
- System Engineering Management
- Taking Care of Myself: A Hygiene, Puberty and Personal Curriculum for Young People with Autism
- The Art of Classroom Management: Building Equitable Learning Communitites, Second Edition
- The Assertiveness Workbook: How to Express Your Ideas and Stand Up for Yourself at Work and in Relationships
- The Best Life Diet
Books Index
Books Home
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- A Stab in the Dark
The SPIN Selling Fieldbook
Major Account Sales Strategy
Solution Selling: Creating Buyers in Difficult Selling Markets
Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
