SPIN Selling Book Summary (PDF) by Neil Rackham

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Ready to learn the most important takeaways from SPIN Selling in less than two minutes? Keep reading!

Why This Book Matters:

Spin Selling discusses the author’s research on how to obtain guaranteed sales.

The Big Takeaways:

  1. There are four key components to completing a sales pitch successfully.
    1. If Investigations can be the biggest deal-breaker, so ensure that you research properly.
  2. Closing a pitch is not the most important factor in the sales pitch.
    1. Realize that a sales pitch is not an instant win or lose situation, but something that evolves.
  3. Help your clients discover what they need if they do not know just what they need.
    1. Acknowledge implied signs and make them clearer to convince your client that you have the answers.
  4. The SPIN strategy stands for situation, problem, implication, and need-payoff.
    1. Use these four components together to lay out a convincing plan for your client.
  5. Avert client oppositions from ever happening.
    1. Use the SPIN steps to lead a client into sharing their desires explicitly.

Want To Keep Reading?

  1. Read A Longer Form Summary on Blinkist
  2. Buy The Book on Amazon

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Additional Video From The Author:

I started Two Minute Books to help people improve their lives and their businesses or careers. My work has been featured by the New York Times, the Wall Street Journal, and the U.S. & U.K. Governments. You can read my writing about digital nomading & life improvement at FreedomIsEverything.com.