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SPIN Selling

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Neil Rackham

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This international bestseller revolutionizes high-end selling and is essential for anyone in sales or managing a sales team. Written by Neil Rackham, founder of Huthwaite Corporation, it presents the results of a comprehensive 12-year, $1-million research project into effective sales performance. The book introduces the SPIN (Situation, Problem, Implication, Need-payoff) strategy, a groundbreaking approach to selling high-value products and services. Rackham, who has advised major companies like IBM and Honeywell, provides practical techniques that can significantly boost sales volume from major accounts. He addresses critical questions about success in major sales and explains why traditional closing techniques that work for small sales often fail in larger contexts. The book emphasizes that conventional selling methods, designed for small consumer transactions, are inadequate for major sales. With real-world examples, insightful graphics, and case studies supported by rigorous research data, this resource serves as the key to achieving record-breaking sales performance in high-end markets.