SPIN Selling

SPIN Selling

Book - 1988
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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, and 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.
Publisher: New York : McGraw-Hill, [1988]
Copyright Date: ©1988
ISBN: 9780070511132
Branch Call Number: 658.85 RACKH
Characteristics: xi, 197 pages : illustrations ; 24 cm
Notes: Includes index and appendixes
"The best-validated sales method available today. Developed from research studies of 35.000 sales calls. Used by the top sales forces across the world"--Jacket
Jacket subtitle: Situation, problem, implication, need, payoff


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Jan 31, 2011

A MUST READ – for EVERYONE in Sales. SPIN Selling is a classic, with many counter-intuitive lessons that are empirically proven through live sales tests. Unlike other sales books, Rackham uses the scientific method of experimentation in live sales scenarios. He draws conclusions on what really works, and what the world thinks is intuitively obvious – yet does not actually work in reality. Published in 1988, SPIN Selling passes the test of time, as it is still sold today. Few books have such staying and selling power!


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