"The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented acco…
Written by Neil Rackham, former president and founder of Huthwaite Corporation, "SPIN Selling" is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwait…
This book is the result of the Huthwaite Corporation's 12-year, one million dollar research into effective sales performance. It details the SPIN (Situation, Problem, Implication, Need-payoff) strategy. Rackham examines selling high-value product and services. By following the t…