SPIN Selling

This book is in excellent, like new condition.

---

Neil Rackham, former president and founder of Huthwaite Corporation, presents SPIN Selling, a must-read for anyone in sales or sales management. This essential resource offers the most comprehensive, research-backed analysis of sales success, drawing from Huthwaite's extensive 12-year, $1 million study into effective sales practices. SPIN Selling introduces the SPIN strategy (Situation, Problem, Implication, Need payoff), a powerful approach specifically crafted for high-value sales. Drawing on his experience with top companies like IBM and Honeywell, Rackham delivers the first book to thoroughly explore techniques for selling premium products and services.

With practical techniques that are easy to implement, SPIN Selling empowers readers to significantly boost their sales from major accounts. Rackham addresses critical questions such as “What drives success in major sales?” and “Why do tactics like closing work in small sales but fail in larger ones?” Readers will gain insight into why traditional sales methods, designed for smaller transactions, often fall short in larger deals. Rich with real-world examples, insightful graphics, and data-driven case studies, SPIN Selling provides a proven roadmap to achieving breakthrough results in high-stakes sales. Key chapters cover essential topics such as Sales Behavior and Success, Closing the Sale, Identifying Customer Needs, Preventing Objections, and Turning Theory into Practice.