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.
|Table of Contents|
This Book. The SPIN Model. Check It Out. Putting Spin in Context. Putting Spin to Work. Buyer Needs. Situation Questions. Problem Questions. Implication Questions. Need-Payoff Questions. Demonstrating Capability. Increasing Your Impact. Putting It All Together. Beyond Spin. Forms and Other Tools.