Title
SPIN Selling,New
Delivery time: 8-12 business days (International)
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading 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, $1 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 product and services. By following the simple, practical, and easy to apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as What makes success in major sales and Why do techniques like closing work in small sales but fail in larger ones? You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.
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⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
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Shipping & Returns
Shipping
We ship your order within 2–3 business days for USA deliveries and 5–8 business days for international shipments. Once your package has been dispatched from our warehouse, you'll receive an email confirmation with a tracking number, allowing you to track the status of your delivery.
Returns
To facilitate a smooth return process, a Return Authorization (RA) Number is required for all returns. Returns without a valid RA number will be declined and may incur additional fees. You can request an RA number within 15 days of the original delivery date. For more details, please refer to our Return & Refund Policy page.
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We provide a 2-year limited warranty, from the date of purchase for all our products.
If you believe you have received a defective product, or are experiencing any problems with your product, please contact us.
This warranty strictly does not cover damages that arose from negligence, misuse, wear and tear, or not in accordance with product instructions (dropping the product, etc.).
Warranty
We provide a 2-year limited warranty, from the date of purchase for all our products.
If you believe you have received a defective product, or are experiencing any problems with your product, please contact us.
This warranty strictly does not cover damages that arose from negligence, misuse, wear and tear, or not in accordance with product instructions (dropping the product, etc.).
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Your payment information is processed securely. We do not store credit card details nor have access to your credit card information.
We accept payments with :
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Frequently Asked Questions
- Q: What is the main concept of SPIN Selling? A: SPIN Selling introduces the SPIN strategy, which stands for Situation, Problem, Implication, and Need payoff. This method focuses on understanding customer needs and effectively addressing them to close high-value sales.
- Q: Who is the author of SPIN Selling? A: The author of SPIN Selling is Neil Rackham, who is the former president and founder of Huthwaite Corporation and has extensive experience in sales consulting.
- Q: What type of sales does SPIN Selling focus on? A: SPIN Selling primarily focuses on high-value sales, particularly in complex sales environments where understanding customer needs is crucial.
- Q: When was SPIN Selling published? A: SPIN Selling was published on May 1, 1988.
- Q: What is the length of the book SPIN Selling? A: SPIN Selling consists of 216 pages.
- Q: What edition of SPIN Selling is available? A: The available edition of SPIN Selling is the First Edition.
- Q: What are some key topics covered in SPIN Selling? A: Key topics in SPIN Selling include sales behavior, obtaining commitment, understanding customer needs, and practical applications of the SPIN strategy.
- Q: Is SPIN Selling suitable for beginners in sales? A: While SPIN Selling is beneficial for all levels of sales professionals, it is particularly valuable for those involved in high-stakes sales, making it useful for both beginners and experienced salespeople.
- Q: What makes SPIN Selling different from traditional sales methods? A: SPIN Selling differs from traditional methods by emphasizing the importance of understanding customer needs and using a consultative approach rather than relying solely on closing techniques.
- Q: Can SPIN Selling help in preventing sales objections? A: Yes, SPIN Selling provides strategies for anticipating and addressing customer objections, which is essential for successfully closing major sales.