Spin selling is a great book and the statistical insights are some of the few you'll see in sales literature. However, aggressive closing is usually not the fa

Spin selling is a great book and the statistical insights are some of the few you'll see in sales literature. However, aggressive closing is usually not the fault of the salesman, but the fault of the sales manager or the CEO. Successful sales teams don't pressure their prospects to buy because their managers understand that "big ticket" sales cycles are long and require multiple steps and multiple parties. Putting a sales executive on difficult quota will lead to high pressure and terrible closes, even winners curse from the buyer. Take the pressure off everyone and deals will close themselves.