SPIN Selling: Situation Problem Implication Need-payoff
Neil Rackham
9 Key ideas
16 MINS
4.6 (1.3k)
Marketing & Sales Business & Career
Interested in knowing why some sales techniques work wonders in smaller sales but fail in larger ones?
Curious about how a Fortune 100 company turned around a 30% drop in sales?
Intrigued by the SPIN strategy's success?
Dive into the research-packed guide and unearth the secrets of acing sales calls, debunking traditional selling myths, and understanding the customer's needs better, all backed by ground-breaking research.
Interested in knowing why some sales techniques work wonders in smaller sales but fail in larger ones?
Curious about how a Fortune 100 company turned around a 30% drop in sales?
Intrigued by the SPIN strategy's success?
Dive into the research-packed guide and unearth the secrets of acing sales calls, debunking traditional selling myths, and understanding the customer's needs better, all backed by ground-breaking research.
Key Ideas
Read | Listen - Full summary
#1
Are Traditional Sales Techniques Failing? What's the New Strategy That Boosted Fortune 100 Company Sales?
01 Jan 1970
01:37
01:37
#2
Rethinking Sales Strategies: The Fallacy of Traditional Closing Techniques in Larger Sales
01 Jan 1970
01:52
01:52
#3
Are Your Sales Techniques Failing in Larger Deals? What's the Secret of Top Sales Performers?
01 Jan 1970
02:22
02:22
#4
Unlocking Sales Success: Mastering the SPIN Strategy
01 Jan 1970
01:42
01:42
#5
Is Focusing on Features Killing Your Sales Success?
01 Jan 1970
01:52
01:52
#6
Revolutionizing Sales Strategy: Shifting the Focus from Handling to Preventing Customer Objections
01 Jan 1970
01:43
01:43
#7
Is the Preliminary Stage of a Sales Call More Important Than You Think?
01 Jan 1970
01:35
01:35
#8
Turning Potential into Practice: Maximizing Value with Huthwaite's Golden Rules of Selling
01 Jan 1970
02:01
02:01
#9
Final Recap
01 Jan 1970
02:12
02:12
About Author
Neil Rackham is a renowned author and sales consultant, best known for creating the SPIN (Situation, Problem, Implication, Need-Payoff) Selling technique, which he detailed in his influential book "SPIN Selling." Published in 1988, the book presents a research-based sales strategy focusing on asking the right questions in sales conversations. His work has transformed the way sales professionals approach the selling process, emphasizing consultative questioning to identify and address client needs effectively. Rackham's insights into sales effectiveness have made him a highly respected figure in the world of sales training and development.
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