Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is the most relevant in terms of sales because it addresses the most common sales problem. This book is dense with information so we will break this summary into 6 parts: The process Obtaining Commitment: Four Successful Actions Implied and Explicit NeedsContinue reading “SPIN Selling by Daniel Rackham (Book Summary)”
Tag Archives: Sales
Prospecting
Did you know that word of mouth marketing drives $6 trillion of annual consumer spending and is estimated to account for 13% of consumer sales? Word of Mouth marketing impression results 5x more sales than a paid media impression and people are 90% more likely to trust and buy from a brand recommended by aContinue reading “Prospecting”
Handling Sales Objections & Stalls
We have contrarian thoughts on handling sales objections. In many cases, it’s an exercise in futility. Handling objections in the sales process highlights inefficiencies in earlier stages of the sales process such as: You have failed to prospect and qualify properly You have failed to showcase the pain that your solution provides the medicine toContinue reading “Handling Sales Objections & Stalls”
The first step is the hardest
Welcome and thank you for popping a visit. SaleDrop is a community for your modern sales professional who is serious about their personal and career development. I’ve always wanted one place where I can learn more about sales, talk to & learn from fellow salespeople so that is what we aspire to be: A centralContinue reading “The first step is the hardest”
How to sell more
3 main factors significantly impact how much you sell: the number of leads, the average deal size, your conversion rate, The number of leads We won’t teach you how to suck eggs, however, there are 2 types of leads: Qualified & Unqualified. We then go further into the different types of qualified, 4 to be exactContinue reading “How to sell more”
Psychometric assessments
Psychometric assessments are a standard and scientific method used to measure individuals’ mental capabilities and behavioural style. Psychometric tests are designed to measure candidates’ suitability for a role based on the required personality characteristics and aptitude (or cognitive abilities). In short, they provide insight into the staff — i.e. what motivates them, their core strengths and limitations,Continue reading “Psychometric assessments”
Bedroom 2 Boardroom 🚀 