• SPIN Selling: the 4 Steps
  • [3] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 139.
  • [4] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 40.
  • [5] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 144.

SPIN Selling

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I believe the results generated by the rational, objective approach of the SPIN Selling model could be enhanced by the application of various subconscious selling techniques.

In 1988, Neil Rackham and his company Huthwaite, Inc., researched more than 35,000 sales calls, observing successful and experienced sales professionals doing what they do best. In the process they disproved a number of popular myths about the selling process, and they developed a sales model of their own, which they called SPIN selling. [1]

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What Is SPIN Selling And Why Is It So Powerful

In contrast, SPIN Selling uses data from thousands of calls, and sifts through them to determine if ‘closing’ techniques, and ‘situational openers’, etc, actually work.