I went back to the drawing board with this book and i’m really happy with the results i am getting.

I went back to the drawing board with this book and i’m really happy with the results i am getting.  Read Less

This way they feel as though they came up with the solution, and they become internal cheerleaders for you and remember the ben...  Read More

This way they feel as though they came up with the solution, and they become internal cheerleaders for you and remember the benefits of your product.  Read Less

Ex: japanimplicit questions (better) • build a customer's perception of value • are the language of the decision maker • weakne...  Read More

Ex: japanimplicit questions (better) • build a customer's perception of value • are the language of the decision maker • weakness: ○ they make customers more uncomfortable with the problem.  Read Less

2) make an opening benefit statement about the product a.

2) make an opening benefit statement about the product a.  Read Less

They feel negative and sadneed / payoff questions (best) • about the value or usefulness of a solution • they focus the custome...  Read More

They feel negative and sadneed / payoff questions (best) • about the value or usefulness of a solution • they focus the customer's attention on the solution • gets the customer telling you about the benefits • these create a positive effect • they also allow someone to become an internal cheerleader for you / your producthow to use spin questions • come up with potential problems the customer may face before the call • come up with questions to uncover those problemschapter 5 - giving benefits in major salesfeatures • facts, data, or info about the product • unpersuasive • don't help or harm a sale • users respond more positively than buyers • by listing features, buyers come to expect a higher price!  Read Less

Not only is this book about selling anything the right way thats not in anyway like a sleezy car salesman or a wallstreet trade...  Read More

Not only is this book about selling anything the right way thats not in anyway like a sleezy car salesman or a wallstreet trader, but it goes beyond to teach the reader real world mindsets and tools for any skill or practice.  Read Less

This book models and articulates the sales process used by top salesman in high-value sales.

This book models and articulates the sales process used by top salesman in high-value sales.  Read Less

If really make sense when applying the method recommend theough spin model.

If really make sense when applying the method recommend theough spin model.  Read Less