Spin Selling

Most of the books about selling are too emphasis on the closing skill. Many of the sales people also believe that a good closing "sales talk" can help them to close a deal effectively. In fact, the research of Neil Rackham found out that in most of the big business, closing skill contribute little positive impact to the selling process. Sometimes, an impropriate closing "sales talk" will cause a negative image to the client. Neil Rackham reveals that the key to close a big business depends on whether the sales people can ask question in effective way. The abbrivation "SPIN" represent 4 types of questions that help to close a deal, they are :
1) Situation questions
2) Problem questions
3) Implication questions
4) Need-payoff questions
I think this book is suitable for anyone who are in the position advsiory sales field. It teaches you how to talk less and sell more.