Spin Selling

Hardcover | May 22, 1988

byNeil Rackham

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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.

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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.

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 o...

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 a...

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 researc...

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources: Practical Tools…
The SPIN Selling Fieldbook: Practical Tools, Methods, E...

Paperback|Jun 22 1996

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Spin Selling: Situation Problem Implication Need-Payoff: the Best-Validated Sales Method Available…
Spin Selling: Situation Problem Implication Need-Payoff...

Audio Book (CD)|May 26 2000

$30.85 online$32.50list price
see all books by Neil Rackham
Format:HardcoverDimensions:197 pages, 9.3 × 6.3 × 0.68 inPublished:May 22, 1988Publisher:McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10:0070511136

ISBN - 13:9780070511132

Reviews

Rated 5 out of 5 by from Back to Basics I have been in sales for over 42 years learning everyday how to improve my skills. As a District Sales Manager I am responsible for training and teaching Sales People who own their own Franchise. After receiving this book a few weeks ago at a managers meeting as a gift I found it very exciting and full of ideas that will help my people learn the skills they will need going forward. I have purchased a number of copies and will present a copy to each Franchisee during our reviews. I believe that the ideas contained will improve the Team's skill level and profits. Many of the ideas in the book are things I learned years ago and have used many times, but everyone needs to be reminded that there are Selling Basics that are always successful. Great learning tool. Keep a Positive Attitude!
Date published: 2008-03-16
Rated 5 out of 5 by from A must buy for anyone in the sales arena! This book I would highly recommend, as it builds a strong foundation on how to sell properly, It shows you how to prevent the false ceiling of short cuts and losing out on opportunities. It is an easy read and packed full of useful information.
Date published: 2007-07-04
Rated 2 out of 5 by from Full of Self This book is very informative yet the author instead of just making it flow follows up with too much Look up on the computer stuff.Some people just like to read the tips and dont want every page to end with look up on the computer or buy my this and that seminar or other book.If he had of just stuck to the book and not all the other self promotion the book ands its ideas would have sold all his other stuff.
Date published: 2005-11-06
Rated 4 out of 5 by from Us it and it will happen This book had some very good points for some one starting out in sales. I'm reading it for the second time to help me start applying it. I like the fact that the book did not talk about being in sales for the money.
Date published: 2005-04-23
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

Extra Content

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 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.