50 pages • 1 hour read
Neil RackhamSPIN Selling: Situation Problem Implication Need-payoff
Nonfiction | Book | Adult | Published in 1988A modern alternative to SparkNotes and CliffsNotes, SuperSummary offers high-quality Study Guides with detailed chapter summaries and analysis of major themes, characters, and more.
Before You Read
Super Short Summary
SPIN Selling by Neil Rackham is a sales-tactics book based on ten years of research evaluating 35,000 sales transactions, revealing the key to successful large sales through a questioning strategy. This SPIN method focuses on uncovering and developing buyer needs using Situation, Problem, Implication, and Need-payoff questions to build deeper seller-buyer relationships and drive sales.
Reviews & Readership
Review Roundup
Neil Rackham's SPIN Selling revolutionizes sales techniques with its actionable approach, grounded in extensive research. Praised for its practical insights, the book equips readers with effective questioning strategies to enhance sales success. Some critics note its repetitive nature and the overemphasis on large-scale sales, but overall, it remains a valuable resource for sales professionals.
Who Should Read SPIN Selling?
A reader who would enjoy SPIN Selling by Neil Rackham is typically a sales professional or manager aiming to enhance their strategic selling skills. Comparable to Dale Carnegie's How to Win Friends and Influence People, this reader values evidence-based techniques and practical advice to improve high-value sales performances.