Cyrano's Reviews > SPIN Selling: Situation Problem Implication Need-payoff

SPIN Selling by Neil Rackham
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's review
Jan 31, 2009

it was ok

I may go back and read this book again, once I can get over the idea that it is basically about how to psychologically bully people into giving you a lot of money. (Really, a lot. The tactics Rackham discusses are to be used only in 'big' sales. It's a term I don't believe he defines but I imagine means thousands of dollars.) If nothing else, he's a big believer in research. He has his own institute on learning how to sell things, questions conventional wisdom, and all that good stuff.

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