In 1988, Neil Rackman published a pinnacle book in the art of sales called SPIN Selling. This wasn't just a book, but a huge study of 35,000 sales calls.
It identified what was working in the sales process and what wasn't.
One of the biggest monumental learnings of Neil's study was this: the key to establishing rapport with a prospect is to ask them questions.
For many people, this is a huge mindset shift.
Most people focus on pitching their business, their services, and why they are so great.
But instead, SPIN Selling teaches you how to ask questions
to build rapport and position your service as to the solution.
And not just any questions. In this study, Neil's firm established a framework of questions called SPIN.