SPIN SELLING: Situation Problem Implication Need-payoff

by Neil Rackham

Did you know that traditional sales tactics often backfire in major sales involving larger investments and multiple stakeholders?  This book explains why success in large sales can be significantly improved using SPIN Selling—a consultative, needs-driven sales methodology developed from the largest-ever research study on sales performance.

In this summary, you'll learn:

• The key differences between small sales and major sales, and why traditional sales techniques are not only ineffective, but potentially harmful for the latter;

• How customers' needs evolve over 3 stages and how they make purchase decisions using the "Value Equation";

• The 4 stages of any sales call, how they differ for traditional vs the SPIN Selling approach. Get practical tips for each of these 4 sales stages, and how to use the 4 types of SPIN questions—Situation, Problem, Implication, and Need-payoff—to improve your sales results.

Who should read this:

• Entrepreneurs, business leaders, and professionals involved in sales and business development.
• Anyone seeking to improve their ability to manage long sales cycles, engage multiple stakeholders, and drive long-term sales success.