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.