book hack

SPIN Selling

Neil Rackham

5 mins

3 key insights

Visual, audio & text

SPIN Selling is your guide to becoming an expert salesperson by identifying what the author learned from 35,000 sales calls and 12 years of research on the topic.

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SPIN Selling

SPIN Selling

by Neil Rackham

Overview

According to the 10,000-hour rule, you've got to work full-time for about five years to become an expert at something. Can you imagine how good you'd become if you studied your craft for 12 years? That's what Neil Rackham did with sales.

Perfecting his research with practice over 35,000 sales calls of his own, he's developed a surefire way to sell effectively. It's called SPIN. His groundbreaking method involves asking questions exploring the situation, problem, implication, and need-payoff in every sales scenario.

In SPIN Selling, you'll find out how to ask the right questions to your customer to seal the deal. Embrace your inner salesperson and improve your persuasion skills with ease.

Favorite quote

My objective is not to close the sale, but to open the relationship.

- Neil Rackham

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