#3729
Mentioned in 18 episodes
SPIN selling
Book • 1988
SPIN Selling by Neil Rackham is a seminal work in the field of sales, particularly focused on large and complex sales.
The book is the result of a 12-year, $1 million research project by Huthwaite corporation, analyzing over 35,000 sales calls.
It introduces the SPIN methodology, which involves asking four types of questions: Situation, Problem, Implication, and Need-Payoff.
This approach helps salespeople understand the client's needs, identify problems, appreciate the implications of these problems, and clarify the benefits of the solution.
The book challenges traditional sales techniques, especially those focused on closing, and emphasizes a consultative, customer-centric approach that fosters long-term relationships and increases sales effectiveness.
The book is the result of a 12-year, $1 million research project by Huthwaite corporation, analyzing over 35,000 sales calls.
It introduces the SPIN methodology, which involves asking four types of questions: Situation, Problem, Implication, and Need-Payoff.
This approach helps salespeople understand the client's needs, identify problems, appreciate the implications of these problems, and clarify the benefits of the solution.
The book challenges traditional sales techniques, especially those focused on closing, and emphasizes a consultative, customer-centric approach that fosters long-term relationships and increases sales effectiveness.
Mentioned by
Mentioned in 18 episodes
Wspomniana przez Szymona Lacha, który pisał jej recenzję do nowego wydania.
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Mentioned by Kendall Miller as a book that he encourages people to read to learn about sales techniques.
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Recommended by her mentor as a book about selling hardware in the 80s.
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Polecana przez Szymona Lacha jako książka opisująca model sprzedaży SPIN, skupiający się na badaniu potrzeb klienta.
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Mentioned by Kendall Miller as a book that he encourages people to read to learn about sales techniques.
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Mentioned by Cam Cathcart for its insights into effective sales techniques, particularly emphasizing trust-building communication.
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Mentioned by Kendall Miller as a book that he encourages people to read to learn about sales techniques.
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Empfohlen von Tim Schmaddebeck als Pflichtlektüre für alle im Vertrieb, um die Spin-Selling-Methode zu verstehen.
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Mentioned by Sam, describing a visit to his writing cottage and his subsequent writing of a foreword for "The Challenger Sale".
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Mentioned by 
Greg Merrilees when explaining a framework for understanding a customer's situation, problem, implication, and need.
Greg Merrilees when explaining a framework for understanding a customer's situation, problem, implication, and need.
Super Simple Strategies for Turning Website Visitors into Customers with Greg Merrilees
