Spin Selling by Neil Rackham

Spin Selling by Neil Rackham

What sets top salespeople apart in major sales? Why do traditional sales techniques work in smaller sales but fail in larger, more complex deals? In Spin Selling, Neil Rackham provides a clear and authoritative explanation of the SPIN strategy, a breakthrough method for success in major sales.

Rackham, with wit and expertise, demonstrates why conventional selling techniques—such as closing strategies developed for small consumer sales—often fail when applied to major accounts. He explains how salespeople can increase their success by using the SPIN strategy, a proven approach that has helped countless professionals dramatically boost their sales volume in major sales environments.

Key Features:

• Explains why traditional sales techniques don’t work for major sales
• Introduces the SPIN strategy, a highly effective method for success in larger sales
• Based on extensive research and real-world sales experience
• Provides actionable insights for increasing sales volume from major accounts
• Ideal for sales professionals looking to enhance their skills in complex sales environments

Spin Selling is an essential read for salespeople looking to master the art of major sales, offering a practical and effective strategy to outsell the competition.