Spin Selling.pdf

Most salespeople walk in with a solution looking for a problem. "I have a hammer; where is your nail?"

She hadn't sold a product. She had helped a customer discover a problem they didn't know they had, then led them to imagine their own solution. spin selling.pdf

Maya nodded, typing furiously. She wasn't listening for facts; she was listening for friction. Most salespeople walk in with a solution looking

"They'll undercut us on price," Sarah said quietly. "We’d have to match them. But with our waste, our margins would go negative. We'd be losing money on every basket of organic kale." spin selling.pdf