The international bestseller that revolutionized highend selling. The second terrifying tale in the spooks spinoff series from bestselling author joseph delaney. Understand spin and how to use it during the sales presentation. If you could not listen to the whole cd at one time, you can not pick up where you left off or. How to sell audiobooks apple books partner support.
I believe that the more money you make, the more people you help. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year. A highoctane thrill ride from usa today best seller c. Consequently, we are shown evidence that disproves the efficacy of various well. Spin is an evidence based approach to selling, similar to challenger sale by mathew dixon. I cannot hope to cram 200 pages of sales wisdom into a 10 page summary. To be the best salesperson put yourself in the shoes of the person to whom youre selling. Developed from twelve years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. Spin selling spin selling audiobook, by neil rackham. The spin selling fieldbook is your guide to the method that has revolutionized bigticket sales in the united states and globally.
Thomas ward was working as the new county spook, fighting the dark with his own apprentice. The classic ways to demonstrate capability the relative impacts of features, advantages, and benefits 106 selling new products 111 demonstrating capability effectively 115 preventing objections 117 features and price concerns 119. If apple books doesnt open, click the books app in your dock. How can i sell audiobooks on itunes store apple community. The only way you can sell you music is if you promote it. When the needpayoff questions are asked too early in the sales call, the customer is naturally suspicious. Spin selling by neil rackham read full summary now. Francie tries to deal with her cranky client, her own new relationship, and her boyfriends nineyearold daughter as the estate problems spin out of control. Even if theyre signed in with the same apple id for itunes and icloud, they need to con. The content is geared for the complex b to b sale of a high dollar. Sell your audibookradio play in more than 100 online stores world wide.
The only way to get your audiobook published in itunes is to go through an aggregator. Each step advances the customers commitment toward the final decision. With wit and authority, neil rackham explains why traditional sales models dont work for large sales. With wit and authority, neil rackham explains why traditional. Get 50% off this audiobook at the audiobooksnow online audio book store and download or stream it right to your computer, smartphone or tablet. Finder is the new place to back up, update, or restore your iphone, ipad, and ipod touch. In business youre always selling to your prospects, investors and employees. If you arent spin selling, its time to start part i. But a new enemy stirred in the north, and toms calling required him to leave his home and lead a. Submit books and updates directly to apple books with the itunes producer app, available on itunes connect, or with pages, available on the app store. Its the method being used by onehalf of all fortune 500 companies to train their sales forces, and heres the interactive, handson field book that provides the practical tools you need to put this revolutionary.
To share the drmprotected audiobooks or ibooks to others, you are suggested to use tuneskit ibook copy or drm audiobook converter for macwindows to remove drm from the books. It helps businesses across the globe to improve their sales figures time after time. Asking better questions using the spin selling model prof derry at wku duration. Some partners can also help you create your audiobook. Needpayoff questions are intended to develop the buyers desire for a solution to their problems. In the book he outlines what questions to ask when to move prospects all the way through the buying process. Buy spin selling book online at low prices in india spin. Get your books, music, tv shows, movies, and apps in front of millions of customers on itunes, the app store, the ibooks store, and the mac app store. Needpayoff questions, certainly the most difficult.
They can listen to your audiobook on their mobile or on the web. Ask local coffee shops and bars about playing your. Unquestionably the bestdocumented account of sales success ever collected and the result of the huthwaite corporations massive 12year, one million. In contrast, spin selling uses data from thousands of calls, and sifts through them to determine if closing techniques, and situational openers, etc, actually work. The challenges of selfpublishing an audiobook june 4, 2015 by michael kozlowski 8 comments indie authors who want to distribute and sell an ebook have hundreds of viable options. If itunes doesnt open, click the itunes application icon in your dock or on your windows desktop. Spin selling by neil rackham audio book simply audiobooks.
In spin selling, rackham, who has advised leading companies such as ibm and honeywell, delivers the first book to specifically examine selling highvalue product and services. Spin selling written by tyna from rotonda west, fl on may 31st, 2005. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales. Reading this summary in no way replaces the experience of reading one of the spin selling books. So, do yourself a favor and buy one of the spin selling books personally i. In 1988, neil rackham and his company huthwaite, inc. Playing audiobooks and podcasts is a lot like playing your music, but theres a couple of nice features itunes offers to make it easy. Well, it turns out, there is a huge difference between selling lowcost and highcost items. The ibook copy will losslessly make copies of the drmed ibooks by preserving the original metadata, while the audiobook converter is able to convert your itunes audiobooks to mp3. When your family members join family sharing, they should confirm the apple id that they want to use for itunes, apple music, ibooks, and app store purchases. You can also use itunes connect to access resources, other tools, contact support, and manage your books.
The objectives and value of the spin questions needpayoff questions. Spin selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created. Your music, tv shows, movies, podcasts, and audiobooks will transfer automatically to the apple music, apple tv, apple podcasts, and apple books apps where youll still have access to your favorite itunes features, including purchases, rentals, and imports. The international best seller that revolutionized highend selling. About author neil rackham is a speaker and writer on sales and marketing. We have an amazing customer service from selfpublishing experts. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential reading for anyone involved in selling or managing a sales force. In spin selling, rackham, who has advised leading companies such as ibm and honeywell delivers the first book to specifically examine selling high value product and services. Or buy audiobooks from the new audiobook store so you can listen on the go. If youre interested in distributing audiobooks on apple books, youll need to work with one of our preferred partners to publish and manage your audiobook.
Spin selling page 2 of 12 obtaining commitment finally, a successful sales call will end with some sort of commitment from the customer. Use finder to sync and manage your iphone, ipad, and ipod touch. Where does spin selling rank among all the audiobooks youve listened to so far. A relationship between the seller and the buyer is critical, and is necessary due to the service and follow up required by the nature of complex transactions between buyers and sellers. Now these revolutionary, easytoapply methods can be yours. Because from what she can see, she has money, brains, and a body that does the job. How to allow my family members to download my audiobook. Written by neil rackham, former president and founder of huthwaite corporation, spin selling is essential listening for anyone involved in selling or managing a sales force.
Neil rackham, author of spin sellling, on combining sales. Training programs try audible and get two free audiobooks get the mind map. Yet she keeps getting shelved most recently by her fia. Find your audiobooks, including the ones that you purchased from itunes, in the apple books app. Spin selling by neil rackham audiobook highbridge audio. Larger sales contain a number of intermediate steps that we call advances. You have so much value to offer, and its time you learn the systems and tools you need to give people a real opportunity to work with you. By following the simple, practical, and easy to apply techniques of spin, readers will be able to dramatically increase their sales volume from major accounts.
Spin selling by neil rackham on free audio book download. In the process they disproved a number of popular myths about the selling process, and they developed a. Most modern day sales books refer to spin selling so i thought it should be a must in my sales arsenal. They help selfpublished and indie authors publish their books through itunes, audible, amazon and a bunch of places. It backed tips with original research what a thought. If youre in salesor if you manage a sales forceyou need the spin strategy. How to play audiobooks and podcasts on itunes itunes. Three of his books have been on the new york times best seller list and his works have been translated into over 50 languages. The spin model 91 how to use spin questions 94 giving benefits in major sales features and benefits. If you have a pc, you can continue to use itunes for windows to manage your media library, make purchases, and manually sync and manage your iphone, ipad, or ipod touch. There are a ton out there, but the best one i know of is open book audio. To commemorate apples doubledigit birthday, spin has assembled a list of highlights from itunes history below. Try to record 23 songs to put online so that people can hear you before they buy. Sparks fly between a former copturnedbartender and his new innkeeper in the first installment of a montgomery ink spinoff series from nyt bestselling author carrie ann ryan.
Based on the largest research project ever undertaken in the fieldover 35,000 sales calls over 12 years s. Developed from 12 years of research into 35,000 sales calls, spinsituation, problem, implication, needpayoffis already in use by many of the worlds top sales forces. By following the simple, practical, and easytoapply techniques of spin, listeners will be able to dramatically increase their sales volume from major accounts. The research was compiled over 12 years and 35,000 sales calls, and 1 million dollars in research.