Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author. 'Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' - Sales and Marketing Management 'Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.' - Sales Technique 'Essential reading for everyone involved in selling or managing the sales function.' - Journal of Marketing Management