oter
Audio available in app

Use openended questions from "summary" of SPIN® -Selling by Neil Rackham

To engage effectively in a sales conversation, it is crucial to ask questions that encourage the prospect to share information. Open-ended questions are an essential tool in this regard. These questions are designed to elicit detailed responses from the prospect, enabling the salesperson to gain valuable insights into the prospect's needs, challenges, and goals. By asking open-ended questions, the salesperson can encourage the prospect to expand on their thoughts and provide more in-depth information. This not only helps the salesperson better understand the prospect's situation but also builds rapport and trust between the two parties. Open-ended questions signal to the prospect that their input is valued and that the salesperson is genuinely interested in helping them find a solution to their problem. In contrast to closed-ended questions that can be answered with a simple "ye...
    Read More
    Continue reading the Microbook on the Oter App. You can also listen to the highlights by choosing micro or macro audio option on the app. Download now to keep learning!
    Similar Posts
    Holmes stresses the importance of building a referral network for expanding client base
    Holmes stresses the importance of building a referral network for expanding client base
    Holmes emphasizes the significance of establishing a referral network as a means to grow one's client base. By building connect...
    Understand the motivations behind buying decisions
    Understand the motivations behind buying decisions
    To be successful in sales, it is crucial to understand why people make the buying decisions they do. Customers are not just loo...
    Develop strong relationships with your clients
    Develop strong relationships with your clients
    To win new business and retain existing clients, you must build strong relationships with them. This is the key to success in s...
    Believe in yourself
    Believe in yourself
    One of the key principles that I learned on my journey from failure to success in selling is the importance of having faith in ...
    Embrace rejection and learn from it
    Embrace rejection and learn from it
    One of the most important concepts you must understand in the world of selling is that rejection is a natural part of the proce...
    Continuously seek feedback and improve your selling techniques
    Continuously seek feedback and improve your selling techniques
    It is crucial to continuously seek feedback and improve your selling techniques. This process allows you to refine your approac...
    Developing trust with clients is imperative for longterm success
    Developing trust with clients is imperative for longterm success
    Building trust with clients is the foundation of successful long-term relationships in sales. Trust is the key to establishing ...
    Be ethical in your sales practices
    Be ethical in your sales practices
    One of the most important things to remember when it comes to selling is the importance of being ethical in your sales practice...
    Use social proof to build credibility with customers
    Use social proof to build credibility with customers
    Social proof is a powerful tool that can help you establish credibility with your customers. When people see others like them, ...
    Embrace discomfort as a catalyst for growth
    Embrace discomfort as a catalyst for growth
    Growing as an individual often requires us to step out of our comfort zones and face discomfort head-on. It's in these moments ...
    oter

    SPIN® -Selling

    Neil Rackham

    Open in app
    Now you can listen to your microbooks on-the-go. Download the Oter App on your mobile device and continue making progress towards your goals, no matter where you are.