If [[ASIN:0786303158 Solution Selling: Creating Buyers in Difficult Selling Markets]] is the comprehensive guide to selling intangible, complex solutions, then SPIN Selling is the comprehensive guide to asking customers questions to find our what mattered to them most.
SPIN Selling is definitely NOT the first book that guides sales people in the art of asking questions, but it's definitely the one that puts it in the most elegant way.
That said, it will be a mistake to assume that SPIN Selling is the cure-all for asking customers. [[ASIN:0471670510 The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less!]] will be a good companion to better understand the human psyche. |
SPIN Selling Books In Print, Audio Books.