ANNOTATION

Based on the largest research project ever undertaken in the field--over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales.

FROM THE PUBLISHER

Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already is use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods are available here. With wit and authority, Neil Rackman explains the SPIN strategy, using real-world examples and informative cases.

SYNOPSIS

The Huthwaite corporation's 12-year, $1 million research into effective sales performance - published here for the first time in the United States - is the best-documented account of sales success ever collected. It has resulted in the unique sales strategy, SPIN Situation, Problem, Implication, Need- payoff. The SPIN strategy is already used by many of the world's top sales forces. Now, with the publication of this new book, these revolutionary, easy-to-apply methods can be yours.

The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy.