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SPIN Selling
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SPIN Selling
BOOK DETAIL
Amazon Business : For business-only pricing, quantity discounts and FREE Shipping. Register a free
business account Audio CD Publisher: HighBridge Audio; Abridged edition (May 26, 2000) Language:
English ISBN-10: 1565114205 ISBN-13: 978-1565114203 Product Dimensions: 6.4 x 0.6 x 5.3 inches
Shipping Weight: 6.4 ounces (View shipping rates and policies)
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Book Description
How do some salespeople consistently outsell their competition? Why do closing techniques work
in small sales but fail in larger ones? How can salespeople dramatically increase their sales
volume from major accounts? If you're in sales--or if you manage a sales force--you need the
SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation,
Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces.
Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil
Rackham explains why traditional sales models don't work for large sales. With supreme clarity,
he unfolds the enormously successful SPIN strategy, using real-world examples and informative
cases. You may find the techniques controversial; they often go against the grain of conventional
sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

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