50 pages • 1 hour read
SPIN Selling: Situation Problem Implication Need-payoff
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Book Brief
256
Book • Nonfiction
1980s
1988
Adult
18+ years
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.
Informative
Challenging
Inspirational
Contemplative
Reviews & Readership
14,139 ratings
Loved it
Mixed feelings
Not a fan
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.
14,139 ratings
Loved it
Mixed feelings
Not a fan
Socrates
Socrates
An ancient Greek philosopher and one of the founders of Western philosophy, whose Socratic method of cooperative questioning and dialogue is cited as a parallel to the SPIN method in selling.
Motorola Canada
Motorola Canada
A division of Motorola Inc. that tested and adopted the SPIN method for sales, providing a unique opportunity for Rackham and his team to evaluate its effectiveness in a real-world setting.
256
Book • Nonfiction
1980s
1988
Adult
18+ years
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