{"product":{"product_id":"0070511136","title":"SPIN Selling","price":"29.55","image_url":"https://m.media-amazon.com/images/I/51Q-898EVLL._SL500_.jpg","url":"https://www.amazon.com/dp/0070511136"},"comments":[{"body":"If you haven’t already a lot of top sales people I know read the book called. [Spin Selling](https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136) there are alot of books out there but its a requirement for my team and new agents jn the brokerage to read, along with other courses lined up.","subreddit_name":"sales","author":"Top_Agent"},{"body":"I have been most successful in gaining clients through relationship marketing. I go out there and form professional relationships with people. Take them for coffee, nurture them with a quarterly check in but most importantly - do something of value for them on every call. You want them to want to talk to you every time you call. Do introductions for them, send them research or papers that might help them in their work, offer to support a charity or cause that they are passionate about.\r\n\r\nEdit: Get this book - it tells you most of what you need to know about selling. https://www.amazon.ca/Neil-Rackham/dp/0070511136/\r\n\r\nBut you also have to know your target audience. If you PM me, we can book a time to chat. It would help me give you advice if I knew a bit more about your business.","subreddit_name":"Entrepreneur","author":"darthdelicious"},{"body":"I agree with what every single person has posted so far.  I'm going to add this one because I appreciate the approach and framework:\r\n\r\nhttps://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_4?s=books\u0026amp;ie=UTF8\u0026amp;qid=1544648475\u0026amp;sr=1-4\u0026amp;keywords=spin+selling","subreddit_name":"sales","author":"2slowam"},{"body":"You should also check out SPIN Selling my Neil Rackham. http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136\r\n\r\nThe book is not directly tied to your situation, but it will provide you with some perspective around the whole sales process. A really good read. ","subreddit_name":"sales","author":"sacpike"},{"body":"[Spin Selling](http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136) is legendary.  I promise you that it will change the way you guys sell. \r\n\r\nRemember objections are just disguised as concerns.  \r\n\r\nAlso post this question in /r/sales. They're good at what they do. \r\n\r\nEdit: formatting and errors ","subreddit_name":"Entrepreneur","author":"zerozenzero"},{"body":"[Spin Selling](http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136) is the one I like and has a good reputation amongst other salesmen I know.  Don't worry getting the whole system down immediately. Pick an area you want to improve and practice, practice, practice.","subreddit_name":"sales","author":"mighty_mango_man"},{"body":"If you want a good overview of larger sales, I'd start with [Spin Selling](http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136). 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.","subreddit_name":"books","author":"whenisaywhen"},{"body":"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)","subreddit_name":"networking","author":"ezfrag"},{"body":"I've read a ton.  For some reason the only one that comes to mind is [SPIN Selling](https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_2?ie=UTF8\u0026amp;qid=1523967398\u0026amp;sr=8-2\u0026amp;keywords=SPIN)","subreddit_name":"smallbusiness","author":"reboog711"},{"body":"here is the [book](https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_3?ie=UTF8\u0026amp;qid=1481822174\u0026amp;sr=8-3\u0026amp;keywords=spin) It teaches about how to present your product/service as a valuable solution for the client!","subreddit_name":"sales","author":"AMSMunich"},{"body":"Sorry, formatting. It's three books\r\n\r\nhttp://www.amazon.ca/SPIN-Selling-Neil-Rackham/dp/0070511136\r\n\r\nhttp://www.amazon.ca/Made-Stick-Ideas-Survive-Others/dp/1400064287/ref=pd_bxgy_b_img_y\r\n\r\nhttp://www.amazon.ca/Ziglar-Selling-Zig/dp/0785288937/ref=tmm_pap_swatch_0?_encoding=UTF8\u0026amp;sr=1-9\u0026amp;qid=1426803718\r\n","subreddit_name":"sales","author":"Whiskey_Biscuits"},{"body":"I highly recommend picking up [Spin Selling by Neil Rackham](http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/). Well worth the cost and it will help you to develop not just your cold call but all aspects of your sales approach.","subreddit_name":"sales","author":"ryosen"},{"body":"Read this: http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136  \r\n\r\nHere's a high level look: http://changingminds.org/books/book_reviews/spin.htm\r\n\r\n","subreddit_name":"AskReddit","author":"manny130"}]}