#221 in Business & money books
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Reddit mentions of SPIN Selling
Sentiment score: 7
Reddit mentions: 17
We found 17 Reddit mentions of SPIN Selling. Here are the top ones.
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if you are in the business of larger dollar amount sales (i.e. not hawking cell phones at the local Verizon shop, but are in the business of solutions selling), these are the only two sales books you will ever need:
Spin Selling
Spin Selling Fieldbook
Pete, setup informational interviews at organizations near you, professional and college. This is a form of networking that will help you learn who holds positions who will give you 10-30 minutes of their time to learn about duties and skills in different roles at different ballclubs.
You have to ask, ask, ask, but you will learn of many ways you know someone who works at these clubs. Use your networks to find connections that are 1,2,3 levels deep. You will find its likely that over time you'll only have to go 1 or 2 levels of connection. Ask the athletic departments at your university. A lot of clubs have spring training in AZ, so you're likely in a good spot to find connections. Here is an example of what you could ask:
> I'm so_and_soap, a senior here at NAU. I'm interested in working with MLB and am wondering if there are some staff here who can help me setup informational interviews at the Diamondbacks, MLB?
There are three goals (or however many you make up) for informational interviews.
Patience
You might find something at your ballclub within your search timeframe quickly. Most likely, though, you will need to include more companies in your search. Whatever the job, focus on developing those skills you think ae most important to land you at MLB or other targetted companies.
Networking ideas:
Linkedin, parents, university alumni, directories, friends, friends' parents, guest lecturers, professors, bosses
Say Yes
In your replies to comments you have said 3 times that you don't know something or don't have requisite skill for something. That is not productive nor useful to your efforts. Instead think of a question that might get that piece of information answered.
Resources
Highly Effective Networking by Orville Pierson
Use your head to get your foot in the door by Harvey Mackay
Nonviolent Communication
Spin Selling
I'm late to the game, but just saw your question. This book helped me out a lot with managing objections during the sales process. https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136
I second this. A fairly quick read on the concept is the book SPIN Selling by Neil Rackham. [Link ](http://www.SPIN.com/ Selling https://www.amazon.com/dp/0070511136/ref=cm_sw_r_cp_apa_TRoOBb2FCNT8J)
Here at the links to the books I have recommended.
https://www.amazon.com/Art-Selling-Zig-Ziglar-2012-06-03/dp/B01F81PFOG/ref=sr_1_2?ie=UTF8&qid=1488290235&sr=8-2&keywords=zig+ziglar+art+of+selling
https://www.amazon.com/Psychology-Selling-Increase-Thought-Possible/dp/0785288066/ref=sr_1_5?ie=UTF8&qid=1488290247&sr=8-5&keywords=brian+tracy
https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213/ref=sr_1_1?ie=UTF8&qid=1488290267&sr=8-1&keywords=predictive+revenue
This is highly recommended for anyone in Saas sales.
especially in a BDR or management role.
https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_1?ie=UTF8&qid=1488290305&sr=8-1&keywords=spin+selling
I have no degree but sales experience and I cold called the hiring manager at a big firm directly which got me in and hired. That shows them you can do what needs to be done: prospect the decision maker. Good book for big dollar sales: SPIN Selling https://www.amazon.com/dp/0070511136/ref=cm_sw_r_cp_apa_i_eGOFDbC0R5AGA
There are a few books on spin selling, but I only know of one that bears the title. I'll search for it on Amazon and post a link.
http://www.amazon.com/gp/aw/d/0070511136/ref=mp_s_a_1_1?qid=1369973846&sr=8-1&pi=SL75
If you want a good overview of larger sales, I'd start with Spin Selling. Not the most fun read of your life, but it does a very good job of describing how to sell effectively, and why it works.
Sorry, formatting. It's three books
http://www.amazon.ca/SPIN-Selling-Neil-Rackham/dp/0070511136
http://www.amazon.ca/Made-Stick-Ideas-Survive-Others/dp/1400064287/ref=pd_bxgy_b_img_y
http://www.amazon.ca/Ziglar-Selling-Zig/dp/0785288937/ref=tmm_pap_swatch_0?_encoding=UTF8&sr=1-9&qid=1426803718
Sure! The best resource are blogs; here's some I read every day:
Books:
There's lots more out there, but I think this is some of the best.
here is the book It teaches about how to present your product/service as a valuable solution for the client!
Mandatory reading:
Mandatory practicing, for people watching:
Mandatory practicing, for getting the PHB to agree with you:
Hey, mods how about putting these in the sidebar?
Spin Selling
Also, agree with successissimple on Million Dollar Consulting if you're selling services.
Just starting in sales? Read this.
I've read a ton. For some reason the only one that comes to mind is SPIN Selling
Read this: http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136
Here's a high level look: http://changingminds.org/books/book_reviews/spin.htm
I highly recommend picking up Spin Selling by Neil Rackham. Well worth the cost and it will help you to develop not just your cold call but all aspects of your sales approach.