17 gennaio 2012

Neil Rackham : ” Spin Selling “

In the book he outlines what questions to ask when to move prospects all the way through the buying process. If you ask the wrong questions at the wrong stage the interaction will often stall. On the other hand if you ask the right questions at the right time, you will often find the prospect quickly becomes eagerly interested in your product and excited to buy. The third type of question to ask is all about drawing connections from problems to implications.