What a genius and such charisma

This person changed the game. Love him!

I love this excerpt. "More than 80% of those transactional sales moved out of face to face selling. Whats left, the sales person has to create value by their problem solving capability. Another way of saying it, is the sales person becomes more important than the product. Because if the product was doing the selling, you'd just go over the internet. No no, all the product is for a good sales person is a tool to help them solve customer problems. The new salesperson is driven by creativity rather than persuasion. Selling is not about persuasion anymore, it is about creative problem solving."

Awesome. I have a sales call this afternoon and I just wanted to refresh and refine it and happened to listen to Dr. Rackham again.

This is very educational and eye opening It is so easy to get to the problem and then sell straight away. Going "Down under the problem" is certainly something that will enable you to highlight the effectiveness of your solution.

Thanks Aaron and Neil, so many great points are made in this interview, really good incisive questions form Aaron. I especially like Neil's point that the product is just a tool that's used to solve our clients problems. Seeing it this way really gives you a client focused prospective. I've used SPIN selling for a few years now, I've always had a client focused approach, but Neil's work really helped to crystalise this. It would be great if you could line up an interview with Brian Tracy as his work has been very inspirational for many sales people.

Great interview Aaron!

As a reputable salesman I utilise the SPIV approach "In the United Kingdom, the word spiv is slang for a type of petty criminal who deals in illicit, typically black market, goods. The word was particularly used during the Second World War and in the post-war period when many goods were rationed due to shortages."

Incredible. ❤

Great discussion, thank you.

Great video.

Loved it

nice video sir

Where is subtitles