SPIN® -Selling

By: Neil Rackham

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Paperback | 23 November 1995 | Edition Number 1

At a Glance

Paperback
256 Pages

Edition Type
New edition

Dimensions(cm)
23 x 15.5 x 1.5

Paperback

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.

Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process:

Situation questions
Problem questions
Implication questions
Need-payoff questions

SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance.

Industry Reviews

'totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' Sales and Marketing Management 'It breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.' Sales Technique 'essential reading for everyone involved in selling or managing the sales function.' Journal of Marketing Management

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