SPIN (R)-Selling Neil Rackham is an English-language study book aimed at professionals in sales and marketing. The book presents an innovative method for successfully selling high-value products and services.
Over 12 years, Neil Rackham and his team analyzed more than 35,000 sales conversations in 23 countries. This showed that traditional sales techniques that work for low-value products are not effective for larger transactions. The SPIN-Selling method includes Situation, Problem, Implication, and Need-payoff questions, and provides practical techniques that can be applied in complex sales processes.
SPIN-Selling includes practical techniques that have been tested and successfully implemented in leading companies, resulting in significant improvements in sales performance. This book makes the methodology accessible and includes a new introduction by the author.
Relevant topics are Sales and marketing, BUSINESS & ECONOMICS / Sales & Selling / General and BUSINESS & ECONOMICS / Marketing / General.