SPIN В2В. How to sell at a high price to an unmotivated client

This book is a dynamic textbook for B2B salespeople. You’ll learn and, if you wish, master the following: — selling without being pushy, asking the right questions; — managing negotiations; — identifying the client’s true needs; — addressing their problems and pain points; — overcoming objections like «it’s too expensive» and «we’re happy with everything» before they arise. Turn your sales into engaging research. Get many grateful clients.