SPIN Selling: Situation Problem Implication Need-Payoff

The international best seller that revolutionized high-end selling!Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential listening for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one million dollar 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 pr

Best book on sales written - not theory but a study of those who are successful at it Amazon Customer There is a science to selling. There are 100 different "systems". I prefer to use a system that actually has been proven over time by successful sales professionals. That is exactly what this book is about. Instead of one high powered sales person creating a system that has worked for them, this book has compiled the key steps based upon interviews with a large number of successful sales professionals. That is the information that I want. Even though the book was written a while ago the principles will always be the same.Xerox ado. Best Selling Book Out There! Rob S I am a corporate sales professional. I have studied sales and have read many different sales books: zig Ziegler’s, Strategic Selling, Selling to VITO, Little Red Book, Challenger Sale, You inc, Relationship selling, among many others.Neil Rackham has hit one out of the park with SPIN Selling. Once you understand his methodology and what SPIN stand for (Situation, Problem, Implication, Need Pay-off) , I truly believe you can sell the shoes off of someone’s feet. He arms you with many techniques to use on a sales call. O. "Urgently Needs an Update" according to Tank. I found the book poorly structured; the author should have used a very basic outline; instead he rambles on and on in seemingly free-form. The text could have been half as long; the author seems to repeat himself throughout the entire book, stating the same things over and over -- even within chapters -- stating it a slightly different way. It took forever for the author to get to the point -- follow an outline!I found it pretty annoying that in Chapter 7 the author wrote (as in other parts of the book): "but even in the mere 15 y