Spin Selling dives into the transformative approach to sales that prioritizes understanding customer needs over traditional pitches. Author Neil Rackham introduces the SPIN acronym—Situation, Problem, Implication, Need-Payoff—guiding salespeople to ask the right questions that unlock deeper insights. With captivating case studies and practical strategies, the book reveals how to build genuine connections and deliver tailored solutions. This method not only enhances sales performance but also fosters trust and long-term relationships. Discover how mastering SPIN can revolutionize your approach to selling and elevate your success!
By Neil Rackham
Published: 2020
"Successful selling is not about telling, it's about asking."
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
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“Successful selling is not about telling, it's about asking.”
SPIN® -Selling
By Neil Rackham
Discover a world of knowledge through our extensive collection of book summaries.
Neil Rackham is a renowned author and thought leader in the field of sales and marketing, best known for his groundbreaking work on sales techniques and relationship selling. He gained prominence with his influential book, "SPIN Selling," which introduced a research-based approach to effective selling strategies. Rackham's insights have shaped the practices of sales professionals worldwide, making him a sought-after speaker and consultant. With a background in psychology and business, he blends academic rigor with practical application to help organizations enhance their sales performance. Throughout his career, Neil Rackham has established himself as a pivotal figure in transforming the sales landscape through innovative methodologies and training.
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