sales Book Summaries

The Challenger Sale Summary
The Challenger Sale by Brent Adamson Matthew Dixon
4.5 at Amazon 2011
The Challenger Sale explains how to sell more effectively, especially if you're involved in large, complex, B2B sales. The authors backwards-engineered what exceptionally high-performing sales people called "Challengers" do. Their advice focuses on teaching the customer valuable insights about their business, and being assertive pushing the sale forward.
SPIN Selling Summary
SPIN Selling by Neil Rackham
4.5 at Amazon 1988
SPIN Selling is a framework for sales conversations, it is especially useful for selling higher-priced products and services. Neil Rackham conducted research that found the most effective salespeople ask four specific types of questions. SPIN is an acronym for these questions: Situation, Problem, Implication and Need-payoff.
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