SPIN Selling

[Tom Bukacek]

SPIN selling is not a real estate investing book, rather it is a sales book. Specifically it focuses on big ticket items. A good portion of the book deals with how to ask questions in order to obtain a sale. The SPIN is an acronym for the types of questions to ask. Situational, Problem, Implication, Needs-payoff.

I read it this past weekend and thought it was one of the best sales books I've read. It's already had an impact on me being able to screen out appointments better and make a good connection with a homeowner during a presentation.