SPIN Selling is a research driven book perfect for beginners. Without any background, you learn the different stages of a major sale: Preliminaries, Investigating, Demonstrating Capability, and Obtaining Commitment, and how to best handle customers at each stage. Rackham then teaches you how to escalate a customer’s implied need into an explicit need and close the sale. He uses the proven SPIN method – Situation, Problem, Implication, Need-Payoff questions. SPIN’s strengths lies in its research driven and prescriptive approach that will give you solid fundamentals regardless of your sales background.
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Contributor: Chris Gibson from Wavelength