SPIN®-Selling
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- Develop a more effective sales process tailored to their customers' needs, leading to higher conversion rates.
- Increased trust and customer loyalty by building strong relationships with customers by focusing on their specific needs.
- Better navigate complex sales situations and close larger deals by asking the right questions at the right time.
- More relevant solutions and reduced customer churn over time by aligning sales strategies with customer needs.
'Totally compulsive... the ideas are not only interesting, but are shown to be effective... obligatory reading'
— Sales and Marketing Management
“SPIN®-Selling” by Neil Rackham is a ground-breaking book that introduces a new sales model specifically designed for larger sales. The SPIN model is based on extensive research conducted over 12 years, analysing more than 35,000 sales calls. This method diverges from traditional sales techniques, which were primarily developed for smaller, one-call sales, and focuses on the skills necessary for successful major sales.
Key Features:
- Research-Based Approach: The book is grounded in comprehensive research, making it one of the most validated sales methodologies available.
- Focus on Large Sales: Unlike traditional methods, SPIN®-Selling addresses the complexities and dynamics of larger sales.
- Questioning Technique: The SPIN acronym stands for Situation, Problem, Implication, and Need-Payoff. This questioning technique helps salespeople uncover and address customer needs effectively.
- Evidence of Success: The SPIN method has been adopted by top sales forces globally, proving its effectiveness in various industries.
“SPIN®-Selling” teaches sales professionals how to improve their sales performance by focusing on understanding and addressing customer needs through a structured questioning process. By applying the SPIN method, salespeople can build stronger relationships with clients and increase their conversion rates, especially in complex sales environments.
Year Published
Publisher
Pages
Weight
Language
ISBN 10
ISBN 13
The book: "SPIN®-Selling" Is perfect for:
- Sales professionals looking to enhance their skills and increase their success in large sales.
- Sales managers seeking a proven methodology to train their teams.
- Business leaders interested in understanding modern sales techniques.
- Anyone involved in sales who wants to learn how to conduct more effective sales calls and build lasting customer relationships
Meet the author
Author biography
Neil Rackham is a distinguished author, consultant, and academic, renowned for his ground-breaking contributions to the field of sales theory. He is best known for pioneering the “consultative selling” approach, which he detailed in his influential book, “SPIN® Selling.” This work has become a classic in the business world, translated into over 30 languages, and was named the No. 1 sales book of all time by Inc. magazine in 2013.
Rackham’s academic journey began with a degree in psychology from Sheffield University, where he also served as a research fellow. His early research focused on developing tools to study interpersonal skills in negotiation and selling, leading to a series of seminal publications. In 1974, he founded the Huthwaite Research Group, which evolved into a global consulting firm, Huthwaite Inc., specializing in sales performance improvement.
Rackham’s research, supported by major corporations like Xerox and IBM, involved a comprehensive study of 35,000 sales calls across 20 countries. This research challenged conventional sales techniques and introduced the SPIN methodology, emphasizing the importance of understanding customer needs over traditional sales pitches. His work has significantly influenced sales training programs, with more than half of Fortune 500 companies adopting his methods.
Beyond his writing, Rackham has served as a consultant to numerous Fortune 500 companies and as a visiting professor at prestigious institutions, including the University of Portsmouth and Cranfield School of Management. His contributions to the field have been recognized with multiple awards, including the Lifetime Contribution Award from the University Sales Education Foundation.
Neil Rackham resides in Northern Virginia with his wife, Ava Abramowitz. In his leisure time, he enjoys writing poetry and science fiction, with his first fiction book, “A Telling Of Stones,” published in 2019.
Book testimonials
‘Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.’
– Sales Technique
‘Essential reading for everyone involved in selling or managing the sales function.’
— Journal of Marketing Management