SPIN Selling
SPIN Selling is unquestionably the best-documented collection of success stories in sales. It is the product of the Huthwaite Corporation's massive 12 year, $1 million dollar research into its effective sales performance. This groundbreaking resource details the revolutionary SPIN—Situation, Problem, Implication, Need payoff—strategy. It offers simple, practical, and easy to apply techniques of SPIN to dramatically increase sales volume from major accounts. You will learn why conventional selling methods are doomed to fail in major sales. Complete with real-world examples, illuminating graphics, and informative case studies, SPIN Selling is the million-dollar key to understanding and producing record-breaking sales performance.
"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling."
— Journal of Marketing Management
"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field."
— Industry & Commerce
"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession."
— Sales Techniques
"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales."
— Business Executive
"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling."
— Business Graduate
"Almost anyone could learn something from this book. Essentially,it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable."
— Sales and Marketing Management