pbThe international bestseller that revolutionized high-end selling pb pWritten by Neil Rackham, former president and founder of Huthwaite corporation, iSPIN Sellingi 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.p pIn iSPIN Sellingi, 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 clo