Enjoy fast, free delivery, exclusive deals, and award-winning movies & TV shows with Prime
Try Prime and start saving today with fast, free delivery

Kindle
$23.99

Available instantly

Audiobook
$0.00
with membership trial

Hardcover
$28.22

Paperback
$19.90 - $37.03

$28.22 with 24 percent savings

List Price: $37.00

Get Fast, Free Shipping with Amazon Prime FREE Returns

FREE delivery June 14 - 20 on orders shipped by Amazon over $35

Or fastest delivery June 14 - 19

May arrive after Father's Day. Need a gift sooner? Send an Amazon Gift Card instantly by email or text message.

Select delivery location

$$28.22 () Includes selected options. Includes initial monthly payment and selected options. Details

Ships from

Amazon

Ships from

Amazon

Sold by

April Book Store

Sold by

April Book Store

Returns

Eligible for Return, Refund or Replacement within 30 days of receipt

Returns

Eligible for Return, Refund or Replacement within 30 days of receipt

This item can be returned in its original condition for a full refund or replacement within 30 days of receipt.

Read full return policy

Payment

Secure transaction

Payment

Secure transaction

We work hard to protect your security and privacy. Our payment security system encrypts your information during transmission. We don’t share your credit card details with third-party sellers, and we don’t sell your information to others. Learn more

Details

{{numberOfItems}} item(s) added for {{price}}

Add a gift receipt for easy returns

$9.81

Get Fast, Free Shipping with Amazon Prime FREE Returns

The book may have minor cosmetic wear like creased spine, cover, scratches, curled corners, folded pages, minor sunburn, minor water damage, minor bent. The book may have some highlights, notes, underlined pages. Accessories such as CD, codes, toys, may not be included . Safe and Secure Mailer. No Hassle Return The book may have minor cosmetic wear like creased spine, cover, scratches, curled corners, folded pages, minor sunburn, minor water damage, minor bent. The book may have some highlights, notes, underlined pages. Accessories such as CD, codes, toys, may not be included . Safe and Secure Mailer. No Hassle Return See less

FREE delivery June 16 - 25 on orders shipped by Amazon over $35

Or fastest delivery June 14 - 20

May arrive after Father's Day. Need a gift sooner? Send an Amazon Gift Card instantly by email or text message.

Select delivery location

$$28.22 () Includes selected options. Includes initial monthly payment and selected options. Details

Access codes and supplements are not guaranteed with used items.

Enhancements you chose aren't available for this seller. Details

${cardName} not available for the seller you chose

${cardName} unavailable for quantities greater than ${maxQuantity}.

Sold by Kuleli Books and Fulfilled by Amazon.

{{numberOfItems}} item(s) added for {{price}}

Other sellers on Amazon

New & Used (241) from $1.97

Honest Review of SPIN SellingMarisa Muavero

Image Unavailable

Image not available for
Color:

To view this video download Flash Player

Follow the author

Neil Rackham

Follow

SPIN Selling Hardcover – May 1, 1988

by Neil Rackham (Author)

4.6 2,400 ratings

See all formats and editions

Sorry, there was a problem loading this page. Try again.

{"desktop_buybox_group_1":[{"displayPrice":"$28.22","priceAmount":28.22,"currencySymbol":"$","integerValue":"28","decimalSeparator":".","fractionalValue":"22","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"XyXKjvgA14oMdI5k28YofMA%2FxUlgomqlbEUSte0ZM0oxxeQc38RwzUMqeNBaVs6sdmsi1p8xgqhSRO2qPUYLd8lZutk1c7H82u5zbyJs9bAVoGuVFzajUbo4bAMo8i3a6HKGDtRFMcNnjstMJ2GRfWFa4hNf2F7BA5iCm%2B8NPSvEYGm2kG%2Fp1U9u88Hlo4ga","locale":"en-US","buyingOptionType":"NEW","aapiBuyingOptionIndex":0}, {"displayPrice":"$9.81","priceAmount":9.81,"currencySymbol":"$","integerValue":"9","decimalSeparator":".","fractionalValue":"81","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"XyXKjvgA14oMdI5k28YofMA%2FxUlgomqlZyYt4CWDI%2FVrbso4I0VOTlr2DLSs802P0kvP9xyqDxx%2BjGNNcqzZrW3F%2Fv%2FC3MEtG%2Fhtygx14sQqL3YytG7WBB7kCYiQzmNuacPihS%2F1nsOhcbk2Emou5eD4M1gYOAhfKMYaEe%2FktCAWru4UPZ5mnQeE%2BN5wmbx0","locale":"en-US","buyingOptionType":"USED","aapiBuyingOptionIndex":1}]}

Purchase options and add-ons

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 Huthwaite corporation's massive 12 year, $1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high value product and services. By following the simple, practical, and easy to apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

Print length

216 pages
Language

English
Publisher

McGraw-Hill
Publication date

May 1, 1988
Dimensions

6.2 x 0.8 x 9.3 inches
ISBN-10

0070511136
ISBN-13

978-0070511132
See all details

Frequently bought together

$28.22

Sold by April Book Store and ships from Amazon Fulfillment.

+

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Sellin

$15.99

Get it as soon as Saturday, Jun 8

In Stock

Ships from and sold by Amazon.com.

+

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

$14.81

Get it as soon as Saturday, Jun 8

In Stock

Sold by McGrawHill and ships from Amazon Fulfillment.

Total price:

To see our price, add these items to your cart.

Try again!

Details

Added to Cart

Some of these items ship sooner than the others.

Show details Hide details

Choose items to buy together.

Neil Rackham
500
Paperback
205 offers from $1.68
Jeb Blount
4,772
Hardcover
155 offers from $4.21
Keenan
1,411
Paperback
37 offers from $7.56
Matthew Dixon
5,375
Hardcover
382 offers from $1.91
Jeb Blount
783
Hardcover
71 offers from $9.94
Chris Voss
43,640
Hardcover
99 offers from $12.47

Editorial Reviews

From the Back Cover

"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling"
--Journal of Marketing Management

"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field."
--Industry & Commerce

"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession."
--Sales Techniques

"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales."
--Business Executive

"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling."
--Business Graduate

"Almost anyone could learn something from this book. Essentially,it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable."
--Sales and Marketing Management

Product details

Publisher ‏ : ‎ McGraw-Hill; First Edition (May 1, 1988)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 216 pages
ISBN-10 ‏ : ‎ 0070511136
ISBN-13 ‏ : ‎ 978-0070511132
Item Weight ‏ : ‎ 2.31 pounds
Dimensions ‏ : ‎ 6.2 x 0.8 x 9.3 inches

Best Sellers Rank: #19,773 in Books (See Top 100 in Books)
- #67 in Sales & Selling (Books)
- #806 in Business Management & Leadership (Books)
- #2,183 in Literary Fiction (Books)

Customer Reviews:
4.6 2,400 ratings

Brief content visible, double tap to read full content.

Full content visible, double tap to read brief content.

Upload your video

About the author

Follow authors to get new release updates, plus improved recommendations.

Neil Rackham

Brief content visible, double tap to read full content.

Full content visible, double tap to read brief content.

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Photo by Webstrategies (Own work) [CC BY-SA 4.0 (http://creativecommons.org/licenses/by-sa/4.0)], via Wikimedia Commons.

Customer reviews

4.6 out of 5

2,400 global ratings

How customer reviews and ratings work

Reviews with images

See all photos

Sort reviews by

Top reviews from the United States

There was a problem filtering reviews right now. Please try again later.

Amazon Customer

Good book if u are into selling

Reviewed in the United States on January 15, 2024

Verified Purchase

Good book on selling. It is practical and easy to read. A must read for salespeople and their leaders/managers. Amazing

Reviewed in the United States on May 17, 2024

Verified Purchase

I love this book ! as a digital marketing business owner this book helps a lot ! author Neil Rackham explained it so well !! highly recommended for business people!

Helpful

Myles V. Saulibio

A Refreshing Deep-Dive into the Art of Sales

Reviewed in the United States on July 28, 2023

Verified Purchase

"Spin Selling" by Neil Rackham is a powerful and refreshing resource that revolutionizes traditional selling techniques with the simple yet effective SPIN model. The book shines in applying these strategies to real-world scenarios, loaded with insightful case studies that provide practical guidance to master the art of sales. However, its focus is more suited to high-value B2B sales, and the repetitive emphasis on the SPIN concept can occasionally feel heavy-handed.

Nevertheless, Rackham's innovative take on salesmanship makes this a must-read, especially for those in the B2B sector. Despite the repetition, the book succeeds in presenting complex ideas in an accessible, friendly manner. It's not just about selling—it's about helping the customer buy, making "Spin Selling" a solid addition to any salesperson's toolkit.

One person found this helpful

Helpful

Paul Atkinson

Bought it for Course Careers sales class and love it.

Reviewed in the United States on March 7, 2023

Verified Purchase

Of the three books in the course, this one really stood out to me. "How to Win Friends and Influence People" is a classic, and "Fanatical Prospecting" has some great insights, but this book truly changed my perspective on sales. As someone who has always been turned off by cheesy car salesman tactics, I appreciated that this book offers a more authentic approach.

The author's question-based sales technique is a game-changer. It's empowering to realize that anyone can learn to sell effectively without resorting to sleazy tactics. This book opened my eyes to new possibilities and has helped me to approach sales in a more thoughtful, genuine way. Whether you're a seasoned salesperson or a beginner, I highly recommend giving this book a read. It just might revolutionize the way you think about sales!

11 people found this helpful

Helpful

GK

A book you can actually put into action

Reviewed in the United States on September 9, 2015

Verified Purchase

I feel like 99% of self-help books, be it self-help in work, love, friendships, what have you, are useless. They always have fluff chapters of 'act motivated and be motivated!' or 'think like a winner!' and various platitudes of that nature. You wind up finishing the book and realizing you read nothing but pseudo-motivational dribble that will wind up having zero impact on whatever you were looking to improve upon.

Enter 'SPIN Selling' - this book delivers where all of those other books have failed. In this book is a solid layout of how you should structure your sales calls, and not only that, but data to back up their claims and examples to on how to lead. Read this book, take notes, and I guarantee if you weren't already aware of how to sell in this style, your selling WILL improve.

I'm a novice to sales. Last year when I was interviewing for a sales position I was asked to put together a sales presentation and to sell a product. I was given the product brochure and 1 day to come up with something. Using 'SPIN Selling' as my guide, I put together a list of ideas and pitched them in my presentation. My interviewer was blown away. After I got the job, my manager told me he had never had someone deliver such a good presentation - everyone always focuses on selling the product, but they never try and sell the customer. Taking a note from this book, I asked the questions I needed to ask, developed them into problems for the buyer, and then walked them through the solution with their own words. It was a total and complete win.

I was tempted to give this book 4 stars because it really does falter in a few areas. For one, some of the research is tenuous at best - <100 sales calls that they then base their report on. That's frankly not enough data to prove or disprove anything.

Secondly, this book is very weak on opening/closing a sale, which are both obviously rather important. The book mentions briefly what you shouldn't do to open a call, but doesn't really expand on good ways to introduce yourself. Even worse, it has a whole chapter on closing, but doesn't give you specific advice on what to do! It gives you a whole lot of data on why you shouldn't constantly close, why the worst sellers are always trying to close, how it annoys customers, etc. It never actually says 'Here is the best way we found to bring a sale to the next level: A/B/C". It kind of boggles the mind because the book even shows a study where sales that had no closers in them had something like 20% the success rate - obviously a close is necessary, but the book skimps a bit on that aspect. I couldn't bring myself to give it less than 5 stars because the meat of the book is just so good.

94 people found this helpful

Helpful

Top reviews from other countries

Translate all reviews to English

liam

Must read

Reviewed in Canada on July 23, 2023

Verified Purchase

I HATE sales. I feel like the stereotypical used car salesmen even though the product in my company is quality and worthwhile. I always felt out of my comfort zone selling. This is the book you need to change that. It’s not about tricking people or being overly aggressive. It’s about listening and getting them to show you their problems.

Jennifer Sotério Xavier

Otimo livro.

Reviewed in Brazil on August 26, 2022

Verified Purchase

Muito bom a leitura, recomendo para quem pratica venda consultiva.

Translate review to English

aife

Simply the best

Reviewed in Germany on July 26, 2023

Verified Purchase

Instead of reading three sales books, read this one three times and implement it.

Daniel Martín

Muy muy bueno, clarificador y simple a la vez.

Reviewed in Spain on February 6, 2021

Verified Purchase

Apoyado muchos estudios llevados a cabo desde diferentes puntos de vista, para no sacar conclusiones erróneas.

El autor nos enseña una de esas filosofías o estrategias que probablemente no caduquen nunca, de esas que valen oro.

Se me hizo corto leerlo, no quería que se acabase.

Muy recomendable.

Translate review to English

Kindle Customer

Go for it...... Its worth every penny u spend

Reviewed in India on January 24, 2019

Verified Purchase

The best book ever needed to understand the call process, which can give you the psychology involved in probing and how to prepare for a call. Must read book for people involved in sales and marketing. Go for it .....It's worth

One person found this helpful

See more reviews

Return this item for free

Return this item for free

Image Unavailable

Follow the author