Spin Selling book summary

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Book Summary - SPIN Selling by Neil Rackham

Key Insights 

Business is complicated.

And, making sales is not always a piece of cake.

But, with the help of Neil Rackham and his SPIN method, you could be closing deals left and right!

“SPIN Selling” is a book designed to help you ask the right questions in order to secure a sale and put more money into your bank account. Rackham insists that you must begin a sale on the right foot. And, with his method, you are bound for success from the start!

“Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking.”- Neil Rackham

This is what you need to know about the SPIN method that will help you seal deals with confidence and grace!

Four Stages Of A Sales Pitch

Every sales pitch has four stages that...

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The SPIN method focuses on using the four basic stages of a sale including situation, problem, implication, and need-payoff in order to tailor a sale to their customers and close successfully every time!

About the Author

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”.


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Spin Selling