Spin Selling

"SPIN Selling" by Neil Rackham is a groundbreaking book that introduces the SPIN sales technique, which stands for Situation, Problem, Implication, and Need-Payoff. The book is based on extensive research into thousands of sales calls and provides a structured approach to selling complex products and services. Rackham emphasizes the importance of asking the right questions to uncover customer needs and guide them toward making a buying decision. This method is especially useful for high-value sales and has become a foundational resource in the field of sales training.

Neil Rackham is an author, consultant, and academic. He focuses on consultative selling, which is the primary concern of his book, Spin Selling. He is a visiting Professor at Portsmouth University, Cranfield School of Management, University of Cincinnati, and Sheffield University. He is a speaker at conferences, business schools including Harvard Business School, and for many corporations.

Born in England, he studied psychology at Sheffield University. He was the first to scientifically measure selling and buying behavior with a team of 30 researchers who studied 35,000 sales calls in over 20 countries. His research spanned 12 years.

His book, Spin Selling, is one of the New York Times business bestsellers. Inc Magazine ranked it has #1 in its list of the “Top 10 How to Sell Books of All Time”.