Description
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. Resulting from Huthwaite's twelve-year, $1 million 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 products and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers can dramatically increase sales 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, developed for small consumer sales, won't work for large sales, and why conventional selling methods are doomed to fail in major accounts.
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.
Sales Behavior and Sales Success. Obtaining Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Opening the Call. Turning Theory into Practice.