Yes it is interesting to review your own book, but whatever - it's good. This book uses comparisons to championship college football teams and how a sales team can be equally great - year after year. The book is divided into three parts - the Inner game; the Active game and the Selling game. Based upon over 20 years of working with national account and major account sales teams, it gives you the essence of sales success in an easy to read and more importantly - easy to remember style.
If you are a football fan and a business to business sales person, then this is a must read.
S.P.I.N Selling by Neil Rackham
Written by Neil Rackham
This book represents the beginning of the modern school of selling. Rackham uses actual research of sales calls and their outcomes, noted the critical differences regarding results and published the data. The key learning point is questions are more important than sales presentations. Also, the types of questions become very important relative to the size of business being negotiated.
He delivers the types of questions, the order of questions and was the first to document the value added approach to the selling process. A must read for sales professionals.
