sales Book Summaries

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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