SPIN Selling

SPIN Selling

Book - 1988
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Baker & Taylor
Argues that large-scale sales requires different strategies than small-scale sales, and tells how to explain benefits, prevent objections, identify customer needs, and make effective closings

McGraw Hill

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.

Publisher: New York : McGraw-Hill, c1988.
ISBN: 9780070511132
Branch Call Number: 658.85 RAC
Characteristics: xi, 197 p. : ill. ; 24 cm.


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Jan 31, 2011

A MUST READ – for EVERYONE in Sales. SPIN Selling is a classic, with many counter-intuitive lessons that are empirically proven through live sales tests. Unlike other sales books, Rackham uses the scientific method of experimentation in live sales scenarios. He draws conclusions on what really works, and what the world thinks is intuitively obvious – yet does not actually work in reality. Published in 1988, SPIN Selling passes the test of time, as it is still sold today. Few books have such staying and selling power!


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