The SPIN method focuses on using the four basic stages of a sale including situation, problem, implication, and need-payoff in order to tailor a sale to their customers and close successfully every time!
About the Author
Neil Rackham is an author, consultant, and academic. He focuses on consultative selling, which is the primary concern of his book, Spin Selling. He is a visiting Professor at Portsmouth University, Cranfield School of Management, University of Cincinnati, and Sheffield University. He is a speaker at conferences, business schools including Harvard Business School, and for many corporations.
Born in England, he studied psychology at Sheffield University. He was the first to scientifically measure selling and buying behavior with a team of 30 researchers who studied 35,000 sales calls in over 20 countries. His research spanned 12 years.
His book, Spin Selling, is one of the New York Times business bestsellers. Inc Magazine ranked it has #1 in its list of the “Top 10 How to Sell Books of All Time”.