SPIN Selling

Category: Marketing & Sales
Author: Neil Rackham
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This Month Hacker News 2


by pitt1980   2017-12-11
Spin Selling by Neil Rackham presents a useful theoretical framework for selling


There are many sales books that present scripts, in general I think they are useful to read for generating ideas, I would suggest never using a script that doesn't feel comfortable for you to say, I would suggest also thinking about fitting any script you use back into the larger theoretical framework from the above book

personally, I like the scripts presented in Stephen Schiffman's books, https://www.amazon.com/Stephan-Schiffman/e/B001H9PRO2/ref=sr...

mainly on the ground that none of them make me cringe to say (specifically the '250 sales questions' and the 'Cold Calling' books), what makes you cringe is likely to be a little different from what makes me cringe, so your mileage will probably vary

there are a lot of books in this general genre, check out https://www.amazon.com/Brian-Tracy/e/B001H6OMRI/ref=sr_ntt_s... and https://www.amazon.com/Zig-Ziglar/e/B000AP7VIY/ref=sr_ntt_sr...

I do think these books present lots of good material for brainstorming, but some percentage of both these books I couldn't say to someone without cringing (I would suggest listening to that voice in your head, if it'd make you cringe, it's likely to make whoever you're saying it to cringe as well)


fwiw, these books tend to be exceptionally easy reads, so I suggest checking them out, taking what you find useful, and leaving what you don't