SPIN Selling
| Informative | 8.5 |
|---|---|
| Helpful | 8.5 |
| Easy to Read | 9 |
| Value for money | 8.3 |
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.
Description
Review
Key Take-aways
- The SPIN framework revolves around four types of questions: Situation, Problem, Implication, Need payoff
- Situation questions provide preliminary insights into your prospect’s background. The facts gathered here serve as the foundation for the rest of the sales process.
- Problem questions identify the prospect’s pain points. Interestingly, Rackham concluded that open-ended questions did not influence sales success in his analysis. You can use any type of question as long as it gets customers talking about their challenges.
Editorial Reviews
“This book should be essential reading for everyone involved in selling or managing the sales function — a welcome, well-researched treatise on selling”
–Journal of Marketing Management
“The first book to specifically examine the major sale — the high value product or service — by researching the successful sales calls as they happen in the field.”
–Industry & Commerce
“This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession.”
–Sales Techniques
“The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales.”
–Business Executive
“This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling.”
–Business Graduate
“Almost anyone could learn something from this book. Essentially, it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable.”
–Sales and Marketing Management
More about the author
Neil Rackham
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