Hacker News new | past | comments | ask | show | jobs | submit login

The book you're looking for is Spin Selling by Neil Rackham.

What sets this book aside is that's it based on research of top sales people not just anecdotes and hearsay.

I would recommend this to anyone who is intersted in any type of selling.


Here's a review from amazon.

"I have attended numerous sales courses and read every book under the sun covering basic sales skills to more complex sales strategy. Rackham and co are the first, in my opinion, to approach the topic from the psychology of the buyer and not primarily the seller. What "pain" does the exec feel, not what product or features should I sell. I moved from selling basic individual life insurance products in SA to major IT solutions all over Europe, Middle East and Africa within 18months. Regardless of what you are selling, where and to whom - this book keeps you focused on what is important i.e. the business drivers of the individual/s and not the organisation alone."

Guidelines | FAQ | Lists | API | Security | Legal | Apply to YC | Contact