SPIN Selling
by Neil Rackham
SPIN Selling outlines a research-backed questioning framework that helps salespeople identify customer needs and close complex sales more effectively.
About This Book
SPIN Selling presents findings from extensive field research on successful sales interactions.
The book introduces the SPIN model, focusing on Situation, Problem, Implication, and Need-payoff questions.
It explains how these questioning techniques help uncover buyer needs and advance larger sales.
Readers learn to move away from feature-benefit presentations toward problem-solving conversations.
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