50 pages 1 hour read

Neil Rackham

SPIN Selling: Situation Problem Implication Need-payoff

Nonfiction | Book | Adult | Published in 1988

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Before You Read

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Super Short Summary

SPIN Selling by Neil Rackham is a sales-tactics book based on ten years of research evaluating 35,000 sales transactions, revealing the key to successful large sales through a questioning strategy. This SPIN method focuses on uncovering and developing buyer needs using Situation, Problem, Implication, and Need-payoff questions to build deeper seller-buyer relationships and drive sales.

Reviews & Readership

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Review Roundup

Neil Rackham's SPIN Selling revolutionizes sales techniques with its actionable approach, grounded in extensive research. Praised for its practical insights, the book equips readers with effective questioning strategies to enhance sales success. Some critics note its repetitive nature and the overemphasis on large-scale sales, but overall, it remains a valuable resource for sales professionals.

Who should read this

Who Should Read SPIN Selling?

A reader who would enjoy SPIN Selling by Neil Rackham is typically a sales professional or manager aiming to enhance their strategic selling skills. Comparable to Dale Carnegie's How to Win Friends and Influence People, this reader values evidence-based techniques and practical advice to improve high-value sales performances.

RecommendedReading Age

18+years

Book Details

Topics

Psychology

Business / Economics

Leadership/Organization/Management

Genre

Self Help

Psychology

Themes

Society: Economics

Values/Ideas: Trust & Doubt

Relationships: Teams