SPIN Selling. NEON Pocketbooks

The author of this book has practiced and studied large sales for many years. After analyzing 35,000 negotiations, he concluded that in large sales, successful sellers always ask specially formulated questions in the right order, leading the person to make an independent choice. This method works flawlessly. You will read in this book about which specific questions to ask and how to structure the conversation, which is quite capable of replacing several expensive training sessions on large sales techniques. High-level professionals liked that the book emphasizes building relationships rather than the various clever tricks that many publications on sales abound in. Neil Rackham