SPIN Selling by Neil Rackham

SPIN Selling by Neil Rackham, published by McGraw-Hill Education in 1988, is an international bestseller based on the author's 12-year, $1 million research study conducted through Huthwaite Corporation. The book introduces the SPIN (Situation, Problem, Implication, Need-payoff) strategy, a structured approach to selling high-value products and services.

• Introduces the SPIN questioning framework designed for major, complex sales
• Based on 12 years of research backed by a $1 million investment
• Contains real-world examples, informative graphics, and case studies
• Explains why traditional sales techniques fail in large-scale sales
• Answers key questions about success in major account selling
• Applicable to sales professionals and sales force managers

This new copy provides the research-backed strategies and practical techniques that have helped sales professionals improve their results in complex, high-stakes sales environments.