Neil Rackham Quotes

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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

Neil Rackham

Neil Rackham

Born: 1942 (age 83)

Bio: Neil Rackham is an author, consultant and academic. His writing focuses on "consultative selling," an approach he pioneered and documented in his book SPIN Selling.

Known for:

SPIN selling (1988)
Major account sales strategy (1989)
Rethinking the sales force (1999)
Making Major Sales (1987)

Neil Rackham on Wikipedia

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