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    SPIN Selling
    SPIN Selling
    SPIN Selling
    Ebook172 pages3 hours

    SPIN Selling

    By Neil Rackham

    3.5/5

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    About this ebook

    The international bestseller that revolutionized high-end selling!

    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.

    LanguageEnglish
    PublisherMcGraw-Hill Education
    Release dateMay 22, 1988
    ISBN9781260027099

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    Reviews for SPIN Selling

    3.5/5

    62 ratings4 reviews

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    • 5/5
      It changed the game - to a modern reader it feels a bit old fashioned but the foundation is still better than what's taught in the field almost 40 years later. Honestly, I'm ashamed of my peers given how long this infos been out for, there's no excuse at this point.

      I should point out that the scribd software is flawed for this book - the last 20% is a workbook and an appendix, not the book itself. So you'll finish the book without "finishing the book".
    • 4/5
      A great book on Sales. Really enjoyed the insight on "Implied Need" & "Explicit Need. A methodical approach. I thought this book was a breath of fresh air compared to other books on selling. I highly recommend.
    • 4/5
      Well written and to the point, but unfortunately still felt like a homework:( Very theoretical first half, but quite enjoyable second half of the book, including the tips on how to put the SPIN theory into practice.
    • 3/5
      This book is missing page 30, great book for SaaS sales

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    SPIN Selling - Neil Rackham

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