SPIN Selling

18th December 2018 |   Nick de Cent

In this series of articles we look at some of the most popular sales methodologies.

Professor Neil Rackham

Professor Neil Rackham: researched 35,000 sales calls.

What’s the difference between a methodology and a process? In sales, the methodology is the application of general – possibly universal – principles to the way we approach a component of the sales cycle albeit that it may also be contextual. A process, in contrast, is usually more specific – probably unique to an organisation’s market positioning, offerings, and culture.

There has been an abundance of sales methodologies down the years but only a few have stood the test of time. Here we start with the daddy of them all – SPIN Selling – which was developed by renowned researcher and Journal editorial board member, Professor Neil Rackham.

Founded on research

SPIN Selling is a proven technique (founded on research) designed to help sell high-value solutions (products and services) in a business-to-business context.

Nick de Cent

Founder of the International Journal of Sales Transformation | + posts

Nick de Cent is the founder and editor-in-chief of the International Journal of Sales Transformation. A business journalist for over 35 years, he has been covering sales since the mid-1980s and has been a strong advocate of enhancing its professional status. He has freelanced for the Financial Times and edited the Sales Performance supplement in The Times. He also writes and edits extensively on behalf of corporate clients, including a Big 3 management consultancy and a top four global executive search firm.
Contact: editor@journalofsalestransformation.com.