Will I love Spin Selling?

The research team behind this book tracked 10,000 salespeople, identified what made some more successful than others, and distilled it into a robust methodology.

This book changed the way I sold. It introduced me to what became known as consultative selling. Prior to reading it, I have been taught the more traditional sales approach. The SPIN process was easy to understand and follow, and I saw my sales performance transform because of it.

Its key lessons have remained with me throughout my 35-year sales career. I love it because it takes the focus away from the salesperson and puts it… show more.

In selling high-value products or services, closing increases your chance of success. It is essential to describe the benefits of your product or service to the customer. Objection handling is an important skill, and open questions are more effective than closed questions.

I recommend this book because it focuses on customer conversation and the art of asking questions, identifying the hook, and “turning the knife.” I like how Neil harnesses the power of listening techniques to identify customer pain points. Then he teaches you how to exploit their pain to leverage your sale in a very positive manner that is… show more.