A real scientific study to characterize the good sellers!

This book is essential because it analyzes the findings of a scientific study conducted on a large scale with thousands of complex solutions vendors, observing more than 30,000 customer meetings.
The objective was to answer the question of why some vendors are experiencing a systematic success while most painfully achieved its results?
These are good "closers"? No.
They spend most of their time to truly listen to their customers and seek to understand them. This is what characterizes these "good sellers".
They seek to discover not only their current situation but also the problems, the implications / negative consequences of these and finally the needs and expectations of customers.
(SPIN = Situation / Problem / Involvement / Need-Payoff)

It is a book at the base of many methodologies sales and consultative sales training programs.

And I can testify that it works!

A must-have for all commercial and pre-sales in value-added fields / complexes.

"We all have one mouth and two ears, there must be a reason!"