Spin Selling

by Neil Rackham

McGraw-Hill Education | May 22, 1988 | Hardcover

Spin Selling is rated 3 out of 5 by 1.

The international bestseller that revolutionized high-end selling!

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.

Format: Hardcover

Dimensions: 197 pages, 9.3 × 6.3 × 0.8 in

Published: May 22, 1988

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0070511136

ISBN - 13: 9780070511132

Found in: Sales and Selling

save 37%

  • In stock online

$23.72  ea

Online Price

$35.95 List Price

or, Used from $8.25

eGift this item

Give this item in the form of an eGift Card.

+ what is this?

This item is eligible for FREE SHIPPING on orders over $25.
See details

Easy, FREE returns. See details

Item can only be shipped in Canada

Downloads instantly to your kobo or other ereading device. See details

All available formats:

Check store inventory (prices may vary)

Reviews

Rated 3 out of 5 by from Here's my spin... Having first hand knowledge of the subject, I am of the mind that selling is next to impossible to teach, learn and predict. This may raise eyebrows, but let's deal in veracity, shall we? Man has not invented or perfected the science which can predict human behaviour, reaction or rsponse. Psychologists and sociologists may well be the first to tell you so. Given this context, no text can claim to have mastered the art of selling - it just is not a possibility. Having said that, SPIN Selling does as good a job as any; having researched and field-tested its recommendations and results. That is as good as it will ever get - and yet, as mentioned earlier, there are no guarantees. As such, I admire the book for being best-of-breed, but have to believe that neither this nor any other method will come close to covering it all or covering it correctly.
Date published: 2001-12-28

– More About This Product –

Spin Selling

by Neil Rackham

Format: Hardcover

Dimensions: 197 pages, 9.3 × 6.3 × 0.8 in

Published: May 22, 1988

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0070511136

ISBN - 13: 9780070511132

Table of Contents

Sales Behavior and Sales Success.
Obtaining Commitment: Closing the Sale.
Customer Needs in the Major Sale.
The SPIN Strategy.
Giving Benefits in Major Sales.
Preventing Objections.
Preliminaries: Opening the Call.
Turning Theory into Practice.

From the Publisher

The international bestseller that revolutionized high-end selling!

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.

From the Jacket

"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

About the Author

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

From Our Editors

Based on the largest research project ever undertaken in the field--over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales.
Item not added

This item is not available to order at this time.

See used copies from 00.00
  • My Gift List
  • My Wish List
  • Shopping Cart