Posted on January 1, 2019
Sales best practices: SPIN Selling
The SPIN Selling Questions: Situation – Problem – Implication – Need Payoff
First released in 1988, Neil Rackham’s SPIN®Selling asserted the most successful sellers are seen by their customers as consultants or problem solvers who are working in the customers’ best interest.
SPIN Selling was one of the first sales methodologies backed by objective research. While later methodologies such as the Challenger Sale offer important enhancements, SPIN Selling remains an essential and versatile foundation for the successful sales professional.
One of McGraw-Hill’s all-time top-selling business books, SPIN Selling is currently Amazon’s best-selling book on sales. In its 2013 list of the “Top 10 ‘How To Sell’ Books of All Time,” Inc. magazine wrote:
″Finally, this is the book that turned selling from an art into a science. While other sales books are heavy with anecdotes and assumptions, Neil Rackham examined hard evidence of actual sales performance and codified what works — and what doesn’t — in real world sales situations. A must-read for everyone who sells″
Check out the Amazon link below for a free preview!