Neil Rackham Quote

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.

SPIN Selling: Situation Problem Implication Need-Payoff (ed. McGraw Hill Professional, 1988) - ISBN: 9781260027099

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...

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...

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...

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...