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 product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, listeners will be able to dramatically increase their sales volume from major accounts.

• The Challenger Sale: Taking Control of the Customer Conversation
• The Little Red Book of Selling: 12.5 Principles of Sales Greatness
• Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
• The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
• Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
• Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
• The Secrets of Closing the Sale: Included Bonus: Selling with Emotional Logic
• Summar: Spin Selling
• Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
• The Only Sales Guide You'll Ever Need