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"SPIN Selling (Comprehensive Summary)" is approximately 11,373 words, which takes the average reader (~250 words per minute) about 45 minutes to finish. Lex tracks your reading time and pages-per-session so you can see your real pace.

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Who wrote SPIN Selling (Comprehensive Summary)?

"SPIN Selling (Comprehensive Summary)" was written by Neil Rackham. Neil Rackham is an author and consultant known for pioneering consultative selling, particularly through his book SPIN Selling. He has taught at various universities in the UK and the US.

SPIN Selling (Comprehensive Summary)

Neil Rackham

SPIN Selling (Comprehensive Summary)

Neil Rackham

Lex Premium

SPIN Selling, authored by Neil Rackham, is a groundbreaking work in the field of sales that introduces the SPIN acronym, which stands for Situation, Problem, Implication, and Need-Payoff. The book is based on extensive research and analysis of successful sales techniques, emphasizing the importance of understanding customer needs and building relationships rather than relying solely on traditional sales tactics. Rackham's insights revolutionized the sales process, making it more consultative and customer-focused. This Lexicon distills the key concepts and strategies from the original work into original prose, providing readers with a concise and accessible guide to effective selling techniques.