As a former sales manager from a Fortune 500 company, Spin Selling works. It is difficult to master, because you have to develop a completely different mindset. Once you change your thinking you are on your way. Mr. Rackham is a genius.
SPIN Selling has changed my whole perspective on sales. I've always hated the traditional way of sales, which is being pushy and trying to sell your product instead of trying to help, but SPIN strategy has made it more fun and interesting for both the buyer and the seller.
My english is rusty, so..... I hope make my coment understendable... In a content marketing era, the marketing plays a much more relevant role in a consultive selling models. In fact, content marketing helps sellers cut some steps of the process, or by giving them great content to support a sales process... This is a great era for companies who knows how to integrate a great content marketing and consultive sales strategies. This interview is from 2012, things change fast... Greetings from Brazil!
Hi Bruno , I believe that your insight is pretty on point , marketing is the sure shot gold these days . And most of the classes are targeted these days , instead of the masses too..Thanks to the social networking boom ! Cheers!
Great interview that highlights the challenges sellers face. Any new skill requires practice, reinforcement and coaching. Whether you are a "corporate" or "professional" athlete the amount of time you devout to developing your skills, receiving coaching and executing sound strategy correlates to your level of success.
awesome video, the changes now that we're seeing in regards to Neils point about marketing is that we can measure the ROI and this is through advertising on social media platforms..
Early comments on entrepreneurs and selling, then some excellent observations on "the war between sales and marketing" that start at about 07:00. Reflections on his significant Harvard Business Review article start at about 10:00. Future of marketing and transactional vs. strategic selling from about 11:00. "Shouldn't marketing own transactional selling"?
This guys is responsible for my bank getting my house payment at least 230 times…..also has kept my local repo man on par with the Maytag man as far as having work to do. Amazing how much influence this man has had on me which has directly impacted my quality of life, my kids lives, their kids lives, my friends lives and so on and so on. Heck, even my boss getting flow through for doing nothing has benefitted from this man indirectly. Rackham is the all time guru being closely followed by Slutsky.
We agree with Neil! That is why we at Huthwaite created our "Focus on the Buyer" initiative. If we can selfishly plug- check out our channel on this Sales and Marketing divide and how to bridge the gap. Thanks for such a great upload!
I'm a manager at a major US medical company 45 managers just went through the Spin selling program overly complicated very difficult to retain and use in any practical sense. One must re invent a whole new language that is not practical in. I lisend to spin selling he quoted stats from the 60's run from this program was our view
And I wish I could hire all the characters from Inception to kidnap every sales manager I have ever had and put 5:05 to 6:25 in their brain. How often do we top salespeople have to point to the top of the leader board (where our names are every month, quarter, and year) to keep our jobs or not have our territories threatened following a review that included poor performance on some pointless and often misleading KPI. Number of sales calls: lowest in the assigned territory. Time on appointments: Second highest in the company. Time KPI modifies the quantity KPI people... wake up. Sales volume: top 10% Nationally. Sales transactions Number 2 in Region. No matter how often our performance is top-notch, all managers think our performance is a fluke if you don't have the KPI they think is most important.
![ถามตรงๆ กับ อาจตุพร ทำไม ประเทศไทย ใครเป็นนายก ก็โดนด่า พอออกเเล้วคนคิดถึง!!?? l [Nickynachat]](http://i.ytimg.com/vi/3YFLMXxBGAs/mqdefault.jpg)
Neil Rackham is a legend. His book pretty much explains how to flow in a sales conversation without actually sounding like you're selling
Spin selling?
@@ashishnair10 yes. Its consultative selling and problem solving in a nutshell.
As a former sales manager from a Fortune 500 company, Spin Selling works. It is difficult to master, because you have to develop a completely different mindset. Once you change your thinking you are on your way. Mr. Rackham is a genius.
Excellent video, Every Sales and Marketing Person should watch this!!
Yes 100℅
Thanks to Neil for providing his expertise to everyone hoping and striving and doing what they can to "elevate the Sales profession."
Interviewing for sales roles atm, this helps.GREAT video.
Completely insightful and correct. Sales and Marketing are more and more co-mingled. I'm doing both at my current company...it's working!
SPIN Selling has changed my whole perspective on sales. I've always hated the traditional way of sales, which is being pushy and trying to sell your product instead of trying to help, but SPIN strategy has made it more fun and interesting for both the buyer and the seller.
My english is rusty, so..... I hope make my coment understendable...
In a content marketing era, the marketing plays a much more relevant role in a consultive selling models. In fact, content marketing helps sellers cut some steps of the process, or by giving them great content to support a sales process... This is a great era for companies who knows how to integrate a great content marketing and consultive sales strategies. This interview is from 2012, things change fast...
Greetings from Brazil!
Hi Bruno , I believe that your insight is pretty on point , marketing is the sure shot gold these days . And most of the classes are targeted these days , instead of the masses too..Thanks to the social networking boom !
Cheers!
Great interview that highlights the challenges sellers face. Any new skill requires practice, reinforcement and coaching. Whether you are a "corporate" or "professional" athlete the amount of time you devout to developing your skills, receiving coaching and executing sound strategy correlates to your level of success.
awesome video, the changes now that we're seeing in regards to Neils point about marketing is that we can measure the ROI and this is through advertising on social media platforms..
Early comments on entrepreneurs and selling, then some excellent observations on "the war between sales and marketing" that start at about 07:00. Reflections on his significant Harvard Business Review article start at about 10:00. Future of marketing and transactional vs. strategic selling from about 11:00. "Shouldn't marketing own transactional selling"?
Neil Rackham speaks very well! Your diction and rhetoric is perfect
at 05:55 , Neil states what in my mind is a necessity : Focus ! , i.e. selecting the top targets and concentrating on those .
This guys is responsible for my bank getting my house payment at least 230 times…..also has kept my local repo man on par with the Maytag man as far as having work to do. Amazing how much influence this man has had on me which has directly impacted my quality of life, my kids lives, their kids lives, my friends lives and so on and so on. Heck, even my boss getting flow through for doing nothing has benefitted from this man indirectly. Rackham is the all time guru being closely followed by Slutsky.
We agree with Neil! That is why we at Huthwaite created our "Focus on the Buyer" initiative. If we can selfishly plug- check out our channel on this Sales and Marketing divide and how to bridge the gap.
Thanks for such a great upload!
Very helpful, thank you.
Thankf for providing an overview mate :)
Thank you
More strategic is less measurable
Love the way he explains things.
where can I get this book please??
Hopefully you found a copy by now, but if not, I found my copy on Amazon for about $11 USD
I'm a manager at a major US medical company 45 managers just went through the Spin selling program overly complicated very difficult to retain and use in any practical sense. One must re invent a whole new language that is not practical in. I lisend to spin selling he quoted stats from the 60's run from this program was our view
Don't blame anyone else but yourself.
Steven Karas I don't think Spin Selling is gospel. It's a blueprint. It can be helpful to some
Just get the book
10:00
And I wish I could hire all the characters from Inception to kidnap every sales manager I have ever had and put 5:05 to 6:25 in their brain. How often do we top salespeople have to point to the top of the leader board (where our names are every month, quarter, and year) to keep our jobs or not have our territories threatened following a review that included poor performance on some pointless and often misleading KPI. Number of sales calls: lowest in the assigned territory. Time on appointments: Second highest in the company. Time KPI modifies the quantity KPI people... wake up. Sales volume: top 10% Nationally. Sales transactions Number 2 in Region. No matter how often our performance is top-notch, all managers think our performance is a fluke if you don't have the KPI they think is most important.
Controlled passion!! yup or in other words bottled enthusiasm.
Wow. What an abrupt conclusion to this interview. LOL