There are only three outcomes to a potential sales opportunity: either you will win it, lose it or no decision is made. "Connective Selling" is about understanding how people buy, so you can make the right move at the right time in the sales process. Designed for 'big ticket' work, the "Connective Selling" model is equally applicable in all sales situations. It's about earning respect and trust by knowing your client's business and addressing their problems. It's about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it's about the importance of building rapport and relationships to win business. SPIN selling has been the dominant technique for the past decade, but "Connective Selling" makes the sales process easier and more sophisticated. The practical '8 junction' approach will help you sell effectively without the 'hard sell'. "Connective Selling" is for salespeople who want to win business with techniques that really work.