Books
SPIN Selling by Neil Rackham tackles the challenge of dealing with ‘complex sales’, i.e., selling premium or high-value products. One of its chapters, ‘Small Fish Bait Does Not Work On Sharks,’ asserts that unless you have researched well and understood the exact needs of the premium customer, you won’t achieve success.
Breaks down sales conversations into four key stages: Situation, Problem, Implication, and Need-Payoff.
Based on a 12-year study of 35,000 sales calls, providing proven methods for closing complex deals.
Teaches how to ask the right questions to uncover deeper customer needs and increase conversion rates.
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