SPIN Selling

by Neil Rackham

we defined closing as: A behavior used by the seller which implies or invites a commitment, so that the buyer’s next statement accepts or denies commitment.

a close is anything that puts the customer in a position involving some kind of commitment.

In small sales it’s generally desirable to keep the transaction time short; in larger sales—for a whole variety of reasons—a shorter transaction time has few advantages and many penalties.

Closing techniques may increase the chances of making a sale with low-priced products. With expensive products or services, they reduce the chances of making a sale.

there are only two reasons why people would continue to behave in an unsuccessful way. Either they are crazy or there’s something in their environment that’s rewarding and encouraging the use of the ineffective behavior.