SPIN Selling

Front Cover
McGraw-Hill Education, May 22, 1988 - Business & Economics - 197 pages
9 Reviews

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.

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This is the most effective sales strategy for large-scale sales I've come across. It is essential for any sales team dealing with large transactions to understand why it's not effective to use small-scale strategies, such as listing all the features and benefits before asking the necessary questions to really assess your customer's needs. This book will help you ask your customers the right questions for them to realize that their business challenges are much more pressing and costly than they originally anticipated, causing them to perceive a much greater need for your product or service solutions.  

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One of the Best Books I ever read. If you are serious about selling you need to grab this book. Sales is a process and this book seeks to identify components of the process and breaks them down to something that is applicable to most every sales call. It is best utilized for your higher end sales calls...where the process is protracted.  

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About the author (1988)

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

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