SPIN Selling® Model
SPIN Selling® model is an example of a consultative selling process developed by Neil Rackham from his extensive research into successful selling behaviour in 20 leading sales organisations.
SPIN® selling books are amongst the biggest selling on the subject of sales, and the SPIN® methodology remains a mainstay of his Huthwaite training organisation.
Very simply expressed the SPIN® model involves asking questions about:
S - Situation
P - Problem
I - Implication
N - Need (or Need-payoff)
SPIN® endures as one of the most versatile, memorable and useful sales models.
Note that SPIN® and SPIN SELLING® methods and materials are subject to copyright and intellectual property control of the Huthwaite organisations of the US and UK.
