In SPIN Selling, Neil Rackham introduces a revolutionary sales framework built from over 12 years and $1 million of research into sales performance.
Developed by the Huthwaite corporation, the SPIN method—Situation, Problem, Implication, Need-Payoff—reshaped how companies like IBM and Honeywell approached major account selling.
Unlike traditional closing tactics that work for small consumer sales but fail in larger deals, SPIN Selling gives salespeople a structured, practical way to guide prospects through complex decisions.
Packed with case studies, graphics, and real-world examples, the book explains why uncovering and developing customer needs is far more effective than pushing products.
Readers will learn how to prevent objections, present compelling benefits, and secure long-term commitments by focusing on value and trust.
With its proven methodology, SPIN Selling remains a timeless playbook for sales professionals and leaders looking to master high-value selling.
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