Recommended Reading

SPIN Selling

by Neil Rackham

The Huthwaite Corporation’s 12-year, $1 million research into effective sales performance – published here for the first time in the United States – is the best-documented account of sales success ever collected. It has resulted in the unique sales strategy, SPIN – Situation, Problem, Implication, Need-payoff. The SPIN strategy is already used by many of the world’s top sales forces.

 

SPIN Selling

 

 
With all the ups and downs of the economy and the various dramas in the business world in recent years, good leadership is more crucial than ever before. But the old methods don’t seem to produce the desired results any longer.
 
Author Deb Siverson knows this from firsthand experience. She worked for twenty years under the old productivity-based coaching model before she was introduced to a more relational approach. But rather than exchange one for the other, she realized that both models had something to offer. So she blended their effective aspects and created her own coaching model: the Cycle of Transformation.
 
Now, leaders can learn how to become “leader coaches” who empower their employees to fully engage with the company, resulting in a mutually beneficial connection that improves job satisfaction—which leads to increased productivity and profits. Approaching their role relationally, leader coaches play an important role in transforming their employees’ lives at work. And this is no small accomplishment.
 
Often enlightening and always practical, The Cycle of Transformation informs readers how to develop trust, why it’s important to spark insight before pushing for action, and so much more.
Don’t you think it’s time you refresh your leadership approach?
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