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Bloody Ruminations

"Of all the written I love only that which he writes with his blood...for he who writes in blood does not want to be read, but to be learnt by heart." ~F. N.

Currently reading

The Craft of Writing Science Fiction That Sells
Ben Bova
Beyond Good and Evil: Prelude to a Philosophy of the Future (Dover Thrift Editions)
William Kaufman, Helen Zimmern, Friedrich Nietzsche
Zen 24/7: All Zen, All the Time
Philip Toshio Sudo
The Now Habit: A Strategic Program for Overcoming Procrastination and Enjoying Guilt-Free Play
Neil A. Fiore
Total Diplomacy: The Art Of Winning Risk
Ehsan Honary
Art of Problem Solving P
Russell L. Ackoff
Master the AP Calculus AB & BC (Peterson's Ap Calculus Ab & Bc)
Mark Wilding, Arco, Peterson's
The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal
Jim Loehr, Tony Schwartz


SPIN-selling - Neil Rackham The book is about how selling works, but first let me ask you a question. Are you satisfied with your selling skills? Can you tell how do your selling skills destroy your ventures, your career, and your future? did you knew that 87 percent of failures in any business are linked to a lackage of selling skills? How would you contribute to the world, your family and yourself if you could sell ANYTHING to ANYBODY? ...

that's how science works. scientists observe a natural phenomena in practice, model it, test their models and publish their theory to the paradigm-addicted community. the community will resist it initially but as anomalies grow, they shift their thinking and adopt the new paradigm. and here is the first scientific paradigm on selling. it is the SPIN theory.

the SPIN theory is nothing but a combination of active listening and the old Hurt-and-Rescue principle revisited. Rackham did extensive researches on top salespeople in action, and modeled their behavior in a linear sequence. one that starts with "opening a call" and ends in "obtaining commitment", and goes through the all-important stage of investigation, in which by asking Situation, Problem, Implication and Need-payoff (thus SPIN) question the seller develops customers implied needs into explicit needs and creates value in their mind, and a demonstrating capability stage in which he shows how the product/service meets the customers expressed explicit needs.

Certainly there is more to sales than just asking questions; but Rackham's classic is yet the most reliable source on selling, and one that I recommend every person to read. if nothing, it will turn people into better listeners and that is good.