SPIN Selling

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founding father of Huthwaite corporation, SPIN Selling is very important reading for someone involved in selling or managing a sales force. Undoubtedly the most efficient-documented account of sales success ever collected and the results 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 products and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will have the ability 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 that have been developed for small consumer sales, just may not 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.