Neil Rackham Quotes

• Is your sales call so valuable that your client would write a check for your visit?

  Neil Rackham

  Writing, Clients, Checks

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• The traditional selling models, methods, and techniques that most of us have been trained to use work best in small sales. For now, let me define small as a sale which can normally be completed in a single call and which involves a low dollar value. Unfortunately, these tried-and-true low-value sales techniques, most of them dating from the 1920s, don't work today.

  Neil Rackham

  Dating, Use, Today

  Neil Rackham (1988). “SPIN Selling: Situation Problem Implication Need-Payoff”, p.5, McGraw Hill Professional

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• The most important advance in selling for many years

  Neil Rackham

  Years, Important, Selling

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