Shortform Books

Implication Questions (SPIN Selling)—Turn Needs Into Sales

What are SPIN selling implication questions? How can they help you succeed in the SPIN selling method? Implication questions are the “I” in the SPIN selling approach. Used in large sales, they’re sophisticated questions that explore the implications or ramifications of a customer’s problem—for example, “How will this affect your fourth-quarter results?” or “What will this mean for your biggest customer?” They underscore a problem’s significance and create an urgency to address it. Implication questions are one type of question in the SPIN selling approach that focuses on finding solutions.

What PayPal History Can Teach You About Startups

What can PayPal history teach you about creating a startup? Can it help you develop your own startup strategy? In PayPal history, the company was started in a niche market. Later, the company developed into a profitable, widely-trusted brand. Read about PayPal history and how it’s become so successful.

Peter Thiel’s Startup Strategy: 4 Steps for Success

Are you building a business and looking for the best startup strategy? Developing a startup strategy takes a lot of time and work. In order to build an effective startup strategy, you have to consider everything from everyday logistics to big picture profit goals.

How We Are All Connected: Eddie’s Journey In Death

Do you ever wonder how we are all connected? Can small moments turn into life-changing acts? The question of how we are all connected is one of many that is explored in The Five People You Meet in Heaven. The main character, Eddie, finds out how we are all connected during his journey in the afterlife.

The Five People You Meet in Heaven: 5 Lessons

What are The Five People You Meet in Heaven lessons, and what do they mean? What does Eddie’s journey tell you about life? In The Five People You Meet in Heaven, lessons are an important part of the story. The lessons help readers think about bigger topics like human connection, and they help main character Eddie deal with the afterlife.

What Is a Monopoly? What They Are, Why They Work (Peter Thiel)

What is a monopoly? Can a monopoly help a business succeed, and why should you consider becoming one? When you consider the question, “What is a monopoly?”, you probably think of famous monopoly breakups. But in Zero to One, Peter Thiel argues that monopolies are helpful, since they allow a company to innovate. He makes a case for why we should rethink the questions, “What is a monopoly? And can they be positive for consumers?”

SPIN Questions Examples: Practice Your Sales Strategy

You know about SPIN selling, but what are SPIN questions examples? Can they help you learn how to ask SPIN questions? SPIN is a sales strategy based on asking the right questions. With these SPIN questions examples, you can practice asking SPIN questions, and learn how they work.

The Reciprocity Principle: Why Free Samples Are a Trap

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.

SPIN Selling Questions: What They Are, How to Use Them

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.

Technology and the Future: Imagining a New Tomorrow (Peter Thiel)

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.