📖 Book
Paid
Intermediate
SPIN Selling
From McGraw-Hill by Neil Rackham book (~200 pages)
Why we picked it
The research-backed classic on consultative selling, the antidote to 'pushy salesperson' instincts. Its Situation-Problem-Implication-Need framework is exactly how founders should run calls.
- Ask Situation, Problem, Implication, and Need-payoff questions in sequence.
- In complex/high-value sales, listening beats pitching.
- Make the cost of the unsolved problem vivid before proposing a solution.
- Closing hard works for small deals; discovery wins the big ones.