Spin Selling

by Neil Rackham, Bob Kalomeer (Reading)

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

Audio CD

Published May 26, 2000

About the author

Author of the Spin Selling. Find out more about Spin Selling at http://www.huthwaite.co.uk/training-s...

Reviews

[Hailey Angus · Rating 4 out of 5]

well written book if you want to learn more about the science behind sales and strategies. If you are in sales this is really helpful but if you just want to know some psychology behind what fuels people to make purchasing decisions so that you can be more aware of the types of tactics sales people use when you have a big purchase.