Publisher's Summary
Based on the largest-ever research project into selling effectiveness, SPIN Selling reveals the groundbreaking methodology specifically designed for high-value, consultative sales. This $1 million, 12-year study by Huthwaite corporation uncovered why traditional sales techniques fail in major sales.
Neil Rackham, founder of Huthwaite, presents a practical methodology focused on selling high-value products and services. Learn why conventional closing techniques that work in small sales are counter-productive in larger deals.
Packed with real-world examples and backed by hard research data, this audiobook delivers a proven framework for achieving record-breaking high-end sales performance.
Featured Reviews
"Revolutionary Sales Method"
The SPIN methodology transformed our enterprise sales approach. The research-backed strategies deliver consistent results.
"Essential for B2B Sales"
Finally, a sales methodology that works for complex, high-value deals. Clear framework with practical applications.