Our collection of the best reads that apply to consultative B-2-B Selling.
Research based study of sales process. S.P.I.N. is an acronym for a “mental model” for asking engaging questions that help prospects to discover their needs, wants and motives for taking action. By Neil Rackham
The title is somewhat misleading. Not a tactical book on selling. Rather a personal development approach to improving you as a sales person. – Michael St. Lawrence & Steve Johnson
A must read for all sales people who are challenged by buyer price resistance.
– Lawrence L. Steinmetz & William T. Brooks
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