SPIN Selling

Front Cover
McGraw-Hill Education, May 22, 1988 - Business & Economics - 197 pages
12 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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LibraryThing Review

User Review  - justine28 - LibraryThing

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. Read full review

LibraryThing Review

User Review  - travelster - LibraryThing

Short and to the point. An excellent approach to selling. Clearly presented in the Audible.com version I listened to. I'd love to know why most books are 4 and 500 pages with most of it unnecessary and a waste of readers' time. Read full review

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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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