book · 1988
SPIN Selling
by Neil Rackham
In a nutshell
Research on 35,000 sales calls showing big deals are won by asking Situation, Problem, Implication and Need-payoff questions.
Best for: B2B founders doing their own sales.
Quotes & ideas we use
In large sales, successful sellers ask more Implication and Need-payoff questions, helping buyers feel the real cost of the problem.