One of the most well-known sales methodologies in the world is the SPIN Selling framework. It’s been around for over 30 years but it’s still being used by many organisations. Here’s an overview of SPIN Selling and what parts of it are still relevant today. Way back in 1988, Neil Rackham published a book titled, Spin Selling. In the book, Rackham took the lessons he learned from observing more than 30,000 actual sales calls conducted by sales experts over 12 years. One of his major findings was that by asking the right questions, at the right time, it was possible to increase the likelihood of closing a deal. In Spin Selling, Rackam fleshes out his theory by developing a question-based sales framework and providing practical applications to follow.