SPIN Selling

SPIN Selling is one of the most well-known — not to mention oldest — selling systems. SPIN gives sales reps a research-backed framework for working and closing complex deals with extended sales processes.  Based on 12 years of research and 35,000 sales calls, SPIN selling is a sales strategy that comes from Neil Rackham’s 1988 classic book, SPIN Selling.  In his book, Rackham argues that to win large consultative deals, salespeople must abandon traditional sales techniques in order to build value as a trusted advisor.