| Title | SPIN Selling |
| Author | Neil Rackham |
| Type | Business |
| Year of Publication | 1988 |
| Language | English |
| File Format | |
| Number of Pages | 384 |
| Rating | Click to rate this post! [Total: 1 Average: 5] |
SPIN Selling: Situation Problem Implication Need-payoff Book By Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is an essential read for anyone involved in selling or managing a sales force. Undoubtedly the best-documented best-seller account ever collected and the result of Huthwaite Corporation’s massive 1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, issue, involvement, need for payment)) strategy.
Table of Contents
What is SPIN Selling
SPIN Selling is a sales methodology that focuses on asking questions that reveal buyers’ needs, pain points, and challenges at the right time to create the greatest impact.
Salespeople apply four types of questions (situation, problem, implication, and need for reward) at different stages of the sales cycle.
Done right, the methodology makes it easy for reps to overcome objections, barriers, and information overload.
According to Rackham, salespeople must move beyond traditional sales tactics and act as trusted advisors to build trust, foster relationships, and present solutions that win complex deals.
SPIN Selling Summary
At SPIN Selling, Rackham, who has advised leading companies like IBM and Honeywell, delivers the first book to specifically examine the sale of high-value products and services. By following SPIN’s simple, practical, and easy-to-apply techniques, readers will be able to dramatically increase their sales volume on top accounts. Rackham answers key questions like “What Makes Success in Major Sales” and “Why do techniques like closing work on small sales but fail on larger ones?”
You will learn why traditional sales methods that were developed for small consumer sales simply do not work for large sales and why conventional sales methods are doomed to fail in major sales. Packed with real-world examples, bright charts, and informative case studies, and backed by extensive research data, SPIN Selling is the million-dollar key to understanding and producing unprecedented high-level sales performance.
SPIN Selling Review
The groundbreaking findings, published here for the first time, will nullify a complete collection of assumptions hitherto accepted. The book also provides a set of simple and practical techniques (known as SPINs) that have already been tried out by many leading companies, resulting in a dramatic increase in sales.
SPIN Selling Questions
The acronym SPIN comes from the four types of central questions of the methodology, which are broken down as follows:
Situation: Situation questions help sellers understand basic facts about the buyer’s current state. Basically, you’re trying to gather the critical information that sets the tone for the rest of the sales process.
Problem: Problem questions are used to uncover more details about the problems your potential customers are facing. Your goal is to discover the what and why behind your pain points and challenges, digging deeper so you can learn what’s really going on behind the scenes.
Engagement: Engagement questions are used to help reps understand the consequences or impact of the prospect’s issue. These questions give prospects an opportunity to air their frustrations and reps the opportunity to present a bonding opportunity by validating prospects’ pain.
Need-benefit: Need: Need-benefit questions focus on understanding the urgency and impact of solving the problem. In this case, the attempt is to determine if solving the problem is a priority and, if so, quantify the impact of that solution.
Once you’ve asked, answered, and addressed all of these questions, it’s time to move on to closing.
About The Author of The Book Neil Rackham
NEIL RACKHAM is the founder and former president of Huthwaite, Inc. Huthwaite researches consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.
SPIN Selling PDF
SPIN Selling Quotes
Success in the larger sale depends, more than anything else, on how the Investigating stage of the call is handled.
Implication Questions take a customer problem and explore its effects or consequences. As we’ll see, by asking Implication Questions successful people help the customer understand a problem’s seriousness or urgency.
In our research we consistently found that the people who were most effective during the Investigating stage were the ones most likely to be top sales performers.
If you’re getting a lot of objections early in the call, it probably means that instead of asking questions, you’ve been prematurely offering solutions and capabilities.
