SPIN Selling by Neil Rackham – Sidi.io Book Review #2
Our team at Sidi.io gathered together at the beginning of October for our second Book of the Month discussion.
The new initiative encourages our team members to read a specially selected book and meet about it every month.
The book for October was “SPIN Selling by Neil Rackham”.
Here is my opinion as a Content Marketing Specialist on the book!
Please watch the video above for amazing takeaways from my fellow Sidi.io team members from Digital Strategists to Designers to the Director of Performance & more!
How YOU Can Benefit From It
If you’re in a business where you have to sell anything that’s high value or complex, then this is the book for you.
The SPIN model was developed from research studies of 35,000 sales calls and used by many of the top sales forces across the world.
SPIN Selling (which stands for Situation, Problem, Implication, and Need-Payoff questions) explains the science behind consultative selling, or rather, presenting an offer to a potential client, based on the client’s pain points, using a powerful questioning process.
What I Learned From the Book
What I found really interesting about this book was how it talked about the difference between small and large businesses and how different sales tactics, such as understanding that not all closes are successful, varied on the size of the company.
Like many others, I always thought that objection handling and closing was the most important part of any sale and didn’t realize that if your company was much larger these tactics wouldn’t work as they would in smaller companies.
Another interesting theme I learned from SPIN Selling was the importance of challenging current ideas and finding ways to improve them.
The SPIN Selling style was created because Rackham poked holes in the current selling style and eventually came up with a solution for it that he still continues to challenge despite its success.
Finally, I learned what SPIN Selling is all about and how to use it depending on the situation — as well as what success looks like in terms of selling.
What I Liked/Didn’t Like About the Book
I have to state that the book is a little dry and more on the theoretical side — especially towards the beginning. But the learnings you get from it are worth it.
Additionally, I think the writing was well done and I really liked the usage of diagrams/activities throughout.
Not only that, but the example interview questions made the information and selling tactics much easier to understand.
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