Sales & marketing mastery
Discovery: questions that find the real problem
SPIN questions, the gap between where the customer is and where they want to be, and how to ask without leading.
Based on 6 books:
- SPIN Selling (Neil Rackham)
- Gap Selling (Keenan)
- Solution Selling (Michael Bosworth)
- Rainmaking Conversations (Mike Schultz, John Doerr)
- The Mom Test (Rob Fitzpatrick)
- Ask for More (Alexandra Carter)
Core module
- Four kinds of questions (SPIN)+10 XP
- Current state vs future state+10 XP
- Ask about the past, not the future+10 XP
- Quiz+15 XP
- Practice call+25 XP