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Situation, Problem, Implication, Need–payoff: these are the precepts behind SPIN® Selling. Based on extensive research, analysing more than 35,000 sales calls, Huthwaite founder Neil Rackham put to rest a variety of traditional myths about closing sales. He then developed a strategy that has become the new standard in sales performance. Unlike most sales how-to books and theories, SPIN® Selling was built on extensive research, proven over 25 years in the marketplace and achieved acceptance among large-sales professionals across all industries. Quite simply, SPIN® Selling is what successful sales people do that their less successful counterparts do not.
 SPIN Selling How do some sales people consistently outsell their competition? SPIN® Selling, the best selling book that documents Huthwaite's 12-year, one million dollar research effort has the answers. This book on effective sales performance is the most comprehensive account of sales success ever published. The unique sales strategy, SPIN® Selling, is used by many of the world's top sales forces.
How widely known is SPIN® Selling? The book is McGraw Hill's bestselling business title of all time. SPIN® Sales Effectiveness Solutions Our research into the behaviour of successful sales people has been revalidated and proven over and over again since its introduction 20 years ago. Huthwaite has expanded its intellectual property and research to include programs in six crucial areas of sales performance change:
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