“Achieving Excellence in Sales (Spin Selling)” by Neil Rackham

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Imagine you’re a salesperson. You’re there, all excited, ready to talk about how amazing your product is. But then you notice that the customer looks more bored than a kid in a bank line.

What went wrong? Well, maybe you’re lebanon mobile database to ask the right questions. And that’s where “ SPIN Selling ” comes in!

SPIN isn't about spinning in circles until you get dizzy. It's an acronym for four types of questions that will transform you from average salesperson to sales master: S for Situation, P for Problem, I for Implication, and N for Need for Solution.

It is worth following the methodology developed by the author. The cool thing about “SPIN Selling” is that it changes the game: instead of pushing your product down the customer’s throat, you help the customer understand why they need what you are selling.