After a recent recommendation I was keen to read Spin Selling by Neil Rackham - denoted as the go-to book on technical high value selling.
What I found was 238 pages of quality explanation on behaviours, techniques and analysis on what works and what doesn’t for both the small ‘quick’ sale (typically low value items with one decision maker) VS high value strategic sales (with long lead times and multiple levels of decision making and scrutiny).
Unusual for a book of this kind, it also backs up its statements with analytical research which is testament to the team’s credibility.
Overall I read it in just a few days on holiday with my trusty highlighter selecting the areas of greatest value. For anyone keen to advance their skills or knowledge on selling I would recommend it. This includes for anyone from legal, accounting, finance, technical, product or service background, it will bring you value!!
The biggest complement is that I’m going to review my own techniques which I shared in early 2018 in the Growth Strategy Roadmap (https://lnkd.in/dp3ZSAr) from reading the book, also reflecting my significant personal learnings from the past two years.
Overall the book deserves a solid 9/10 and should be added to anyone’s business wish list.