Neil Rackham

Well written and to the point, but unfortunately still felt like a homework:( Very theoretical first half, but quite enjoyable second half of the book, including the tips on how to put the SPIN theory into practice.

A great book on Sales. Really enjoyed the insight on "Implied Need" & "Explicit Need. A methodical approach. I thought this book was a breath of fresh air compared to other books on selling. I highly recommend.

Short and to the point. An excellent approach to selling. Clearly presented in the Audible.com version I listened to. I'd love to know why most books are 4 and 500 pages with most of it unnecessary and a waste of readers' time.

Consultative selling using 4 key types of questions. Meant for major sales (mainly B2B but can also be personal e.g. buying a house). You'll learn:
• The key differences between small sales and major sales, and why traditional sales techniques are not only ineffective, but potentially harmful for the latter;
• How customers' needs evolve over 3 stages and how they make purchase decisions using the "Value Equation";
• The 4 stages of any sales call, how they differ for traditional vs the show more SPIN Selling approach. Get practical tips for each of these 4 sales stages, and how to use the 4 types of SPIN questions—Situation, Problem, Implication, and Need-payoff—to improve your sales results.
Book summary at: https://readingraphics.com/book-summary-spin-selling-neil-rackham/ show less