Sales POP - Purveyors of Propserity
TV Quick Guides / For Sales Pros / Mar 20, 2018 / Posted by Neil Rackham / 2543 

SPIN Selling Quick Overview and Why Questions Matter in Sales

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SPIN Selling by Neil Rackham is a hugely influential book about the importance of asking the right questions in the sales conversation.

Customers will be motivated to buy something if they identify there’s a need. And the questions you ask are key to that. Only 13% of customers believe a salesperson can understand their needs.

This book describes 4 powerful types of questions that will significantly increase the likelihood of turning a lead into a sale.

Why read SPIN Selling? Lots of businesses struggle to close enough deals Bec cause their selling strategy is not customer-centric. Too much emphasis is placed on the features and details of the product or service being sold, and the credentials of the business itself.

95 percent of buyers state that the typical salesperson talks too much. And 74 percent of buyers say they would be much more likely to buy if that salesperson would simply listen to them.

SPIN Selling enables sales teams to be more customer-centric by asking questions to build rapport, credibility and pave the way for a sale.

Learn more about SPIN Selling here.

    About Author

    Neil is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. 3 of his books have been on the New York Times bestseller list and his works is translated into over 50 languages. He has been Chairman and CEO of 3 international research and consulting firms.

    Author's Publications on Amazon

    From the best-selling author of SPIN Selling, Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today, redefining how to form locked-in, highly profitable relationships with customers.
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    An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail…
    Buy on Amazon
    The first book on managing major sales from the bestselling author of SPIN Selling.
    Buy on Amazon
    In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that…
    Buy on Amazon
    Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12 years,…
    Buy on Amazon
    Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies…
    Buy on Amazon
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