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Routledge, Oct 6, 2017 - Sales management - 238 pages
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance.

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User Review  - justine28 - LibraryThing

Well written and to the point, but unfortunately still felt like a homework:( Very theoretical first half, but quite enjoyable second half of the book, including the tips on how to put the SPIN theory into practice. Read full review

LibraryThing Review

User Review  - travelster - LibraryThing

Short and to the point. An excellent approach to selling. Clearly presented in the Audible.com version I listened to. I'd love to know why most books are 4 and 500 pages with most of it unnecessary and a waste of readers' time. Read full review

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