Spin Selling {ReadingNotes}

SPIN Selling by Neil Rackham - 0070511136 - McGraw-Hill Professional 1988

Motivation

Required for MBE17 and remove a personal bias regarding the importance of selling.

Pre-reading model

Draw a schema (using PmGraphViz or another solution) of the situation of the area in the studied domain before having read the book.

Reading

• Sales Behavior and Sales Success
  • (p20)
• Obtaining Commitment: Closing the Sale
• Customer Needs in the Major Sale
• The SPIN Strategy
  • Situation Questions
  • Problem Questions
  • Implication Questions
  • Need-Payoff Questions
• Giving Benefits in Major Sales
• Preventing Objections
• Preliminaries: Opening the Call
• Turning Theory into Practice

See also

• MBE17#SpinSelling, sum-up
• MBE18#SpinSelling, application
• http://quiz.thefullwiki.org
  • http://quiz.thefullwiki.org/Selling
  • http://quiz.thefullwiki.org/Sales
  • http://quiz.thefullwiki.org/Selling_technique
• The SPIN Fieldbook : Practical Tools, Methods, Exercise, and Resources by Rackham Neil, McGraw-Hill Professional 1996
• executive summary in execuBooks by aheadSpace
• SPIN Selling – Neil Rackham by Oliver Roland, Des Livres Pour Changer de Vie 2009

Overall remarks and questions

• this? that?

Synthesis

So in the end, it was about X and was based on Y.

Critics

Point A, B and C are debatable because of e, f and j.

Vocabulary

(:new_vocabulary_start:) new_word (:new_vocabulary_end:)

Post-reading model

Draw a schema (using PmGraphViz or another solution) of the situation of the area in the studied domain after having read the book. Link it to the pre-reading model and align the two to help easy comparison.

Categories

• Business

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