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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

SPIN® -Selling

The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes (2007) is a crash course in increasing the performance of the profit-generating division of any company. Many companies attempt to improve their sales operations by trying a variety of strategies… Purchase this in-depth summary to learn more.

Summary of Chet Holmes’s The Ultimate Sales Machine by Milkyway Media

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

The Science of Selling

#1 BESTSELLER • NOW A PARAMOUNT+ LIMITED SERIES • Stephen King’s apocalyptic vision of a world blasted by plague and tangled in an elemental struggle between good and evil remains as riveting—and eerily plausible—as when it was first published. One of The Atlantic’s Great American Novels of the Past 100 Years! This edition includes all of the new and restored material first published in The Stand: The Complete and Uncut Edition. A patient escapes from a biological testing facility, unknowingly carrying a deadly weapon: a mutated strain of super-flu that will wipe out 99 percent of the world’s population within a few weeks. Those who remain are scared, bewildered, and in need of a leader. Two emerge—Mother Abagail, the benevolent 108-year-old woman who urges them to build a peaceful community in Boulder, Colorado; and Randall Flagg, the nefarious “Dark Man,” who delights in chaos and violence. As the dark man and the peaceful woman gather power, the survivors will have to choose between them—and ultimately decide the fate of all humanity. "A master storyteller."—Los Angeles Times

Ron Brevstgaard

IT-Worker & eCommerce Manager - Past: Sysadmin and SaaS Seller