SPIN Selling's Secret Weapon: Why Top Performers Ask 4x More Implication Questions

Neil Rackham studied 35,000 sales calls over twelve years. The finding that separated top performers from everyone else wasn't closing technique or objection handling. It was one specific type of question — Implication Questions — that top sellers asked four times more often than their average peers. Here's what they are, why they work, and how to train your partners to use them.