The World's Best Book Summaries
When you take a free sample at the grocery store without buying something, do you feel a twinge of guilt? The Reciprocity Principle explains how getting something for “free” creates future obligations. We feel like we have to buy some cheese if we took a free cube because of the reciprocity principle of persuasion. Learn about Cialdini’s Reciprocity Principle definition and understand how the principle of reciprocity came about.
What are SPIN selling questions? What do they have to do with sales strategy? The SPIN method is based off of questions and their solutions. SPIN selling questions help you establish a relationship, find out customer needs, and work towards solutions that complete the sale.
What is the state of technology and the future? What does it have to do with your startup? Technology and the future go hand in hand. There are several views of technology and the future, and you can take any approach as you plan your startup launch.
Is it true that death is just the beginning? Is there really an afterlife? In The Five People You Meet in Heaven, main character Eddie finds out. The book is a work of fiction, but grapples with the idea that death is just the beginning and more.
In The Five People You Meet in Heaven, how did the Blue Man die? Did it have anything to do with Eddie? In the book, “How did the blue man die?” is an important question, as it connects the Blue Man and Eddie. As he talks to the Blue Man, Eddie learns the answer to the question “how did the Blue Man die?”, as well as an important lesson.
Are monopolies good? How can a monopoly benefit markets and consumers? According to Peter Thiel, the answer to “Are monopolies good?” is yes. Monopolies allow businesses to focus on innovation rather than competing with each other. Read more about the question, “Are monopolies good?” below.
Do you want to know what makes a good salesperson? Can the SPIN strategy help? Your quest to finding out what makes a good salesperson can drive you to find great sales opportunities and strategies. As you learn what makes a good salesperson, you’ll be able to experiment with different approaches. One of these is the SPIN strategy. Keep reading to see it works, and for tips on using SPIN successfully.
What is features and benefits selling? Does it work? And what does it have to do with SPIN selling? Feature and benefits selling is a sales strategy that’s meant to show the value in your product. Features and benefits selling is a strategy long employed by salespeople. Now, you can add the SPIN selling strategy to features and benefits selling.
Have you ever noticed how some people are gifted in the psychology of persuasion? Without even realizing what’s going on, you’re convinced to buy, join, or do something. Robert Cialdini’s principles of influence identify the six key parts to the psychology of persuasion. We’ll cover the basics of Cialdini’s six principles of persuasion and how each one can be used to manipulate us.
What are need payoff questions? How can they help you be successful in sales? Need payoff questions are the “N” in the SPIN selling approach. They lead the customer to articulate the benefits of your product or solution. Need payoff questions contribute strongly to success in large sales. Need payoff questions are one approach to the SPIN selling strategy, and you can use these types of questions to increase the value of your sales and interactions.