About SPIN Selling: Situation Problem Implication Need-payoff
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. Unquestionably the best documented account of sales success ever collected and the result of the Huthwaite corporation’s massive 12 year, $1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need payoff) strategy. 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. 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. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won’t work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Opening the Call. Turning Theory into Practice.
- Complete Title: SPIN Selling: Situation Problem Implication Need-payoff
- Format: Hardcover
- Language:
- Number of Pages: 197
- Publication Time: May 1, 1988
- Publisher: McGraw-Hill
- ISBN: 0070511136
- ISBN13: 9780070511132
About Neil Rackham
Neil Rackham
Author of the Spin Selling. Find out more about Spin Selling at http://www.huthwaite.co.uk/training-s…
Reviews SPIN Selling: Situation Problem Implication Need-payoff
Sean Gibson
There were a lot of awesome discoveries in the 80s, including, but not limited to, Big League Chew, the fact that long-haired men wrenching out soul-baring metal guitar solos would lead to multiplatin…
Leonidas
Full Review: What is Spin Selling?One of the most intuitive books on the market for selling. SPIN Selling explains the science behind consultative selling, or rather, presenting an offer to a potentia…
SJ Loria
This is not going to be a normal review, these will be more of my notes to remember what I just read and become increasingly familiar with a new lexicon / jargon that is business speak.One quick annoy…
C
An enlightening approach to large sales that require multiple interactions. Success in such sales requires a different methodology than small sales that usually take one interaction. In a large sale…
Jenny
Whether you like it or not, all business involves sales in some capacity. Written in 1988, Rackham describes his findings from observing 35,000 sales calls over a period of 12 years. He outlines the s…
Ilona
It was such a drag to read this book that I am surprised that it only took me 2 months (including skimming through the last chapter cuz omg).This could be easily summarized into an A4 article and loos…
Tony
The first thing you have to realize about “SPIN Selling” by Neil Rackham is that it’s a book for selling to large accounts, written before anybody else was writing books about selling to large a…
Bill Sutton
Since I’m in the process of developing a new technology based company, this book provided excellent advice and strategies for selling my type of product. Thanks to Rick Larson and Joe Liblin for recom…
Jina
This is the first sales book (not that I’ve read many) that I didn’t want to throw across the room. Rackham’s main advice boils down to, “Don’t be a jerk.” Why does this warrant a book? It runs counte…