SPIN Selling by Neil Rackham

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Key Quote: "Frazzled customers don’t want to hear about your products or services. They will grant you access only if you pique their curiosity or provoke their thinking.”

The Reviews Are In: "Here's how good I think the book is: I believe I improved my sales calls this week as a direct result of this book. I'm going to read the book a second and third time before the year is out." —Amazon Customer

11.
Spin Selling by Neil Rackham
What you'll learn from this sales book:

This book is a few decades old, so be prepared for philippines telegram data outdated references—but the fundamentals presented by author Neil Rackham in SPIN are timeless. This book will teach you the science of selling so that you can close large, complex sales with ease. It's full of simple, practical advice—and almost guaranteed to streamline your sales process.

Key Quote: “People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems.”

The Reviews Are In: "This classic work presented the game-changing notion that asking the right questions makes all the difference in the world when it comes to truly understanding a customer's needs. The practical framework of SPIN (Situation, Problem, Implication, Need-Payoff) revolutionized how I engaged with prospects, helping me better identify their core concerns and find tailored solutions to meet specific pain points, ultimately leading to more successful deal closure." —Ryan Mckenzie, Co-founder and CMO, Tru Earth

12. The Sales Acceleration Formula by Mark Roberge
The Sales Acceleration Formula by Mark Roberge (Top Sales Books)
What you'll learn from this sales book: