SPIN Selling: Situation Problem Implication Need-payoff by Neil Rackham

SPIN Selling: Situation Problem Implication Need-payoff by Neil Rackham

Before Neil Rackham’s groundbreaking research, sales training taught everyone the same basic tactics: open aggressively, pitch features, handle objections, and use slick closing techniques. Rackham discovered that while these aggressive tactics work well for selling cheap products (like magazines or retail clothing), they actually destroy relationships and kill deals in major corporate B2B sales.

In a large sale, the buyer is taking a significant financial and professional risk. They don't want a smooth-talking salesperson; they want a consultant who deeply understands their business problems. SPIN Selling introduces a systematic framework of asking highly structured questions that guide a buyer to realize the massive financial impact of their problems and practically beg for your solution.

As Bangladesh's corporate sector moves away from basic trading and into complex B2B services, SaaS models, corporate banking, and large-scale industrial logistics, traditional "hard selling" is dead. Corporate decision-makers in Dhaka are highly sophisticated and budget-conscious.

Language: English.

Genre: Business Strategy.

Binding: সেলাই করা বাইন্ডিং

Quality: Premium Quality Books.

Printing: High Quality Printing.

Paper: Eye Friendly paper (Cream White)

Cover: Matt cover (Paperback)