The international bestseller that revolutionized high-end
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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