The three big mistakes that salespeople make and how to avoid them
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Neil Rackham, author of SPIN® Selling, offers some advice, based on sales research and experience in previous recessions that will help salespeople survive our current economic downturn and thrive afterwards. There’s always some level of uncertainty in the world of sales but that’s why it can be such an exciting place to be! However external changes can create difficulties and it can be challenging to know where to focus, what to do and what not to do!
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I competed against IBM for many years and agree they sold safety. When I heard "no one gets sacked for buying IBM' my response was "no one ever got promoted either". I eventually focused on businesses managed by executives in their 30's and 40's - individuals that didn't see themselves towards the end of their careers... people who were looking to move on to more prestigious roles. Or to put it another way, were ambitious, keen to prove their value and not just survive.
My college professor would have been the IBM rep, he idolized you and made me read your book. Funny how this went full circle on him...
Master piece
Insights from a true expert. Thank you Neil Rackham!
Hang in there Neil! Thanks for the content.
Very insightful. Thanks for sharing!
Thank you very much for all these masterpieces! Really helpful!
You a wonderful sales philosopher/scientist... however, what about "land and expand". A higher volume of lower value sales gives you a larger customer base to then up sell into.
Neil, I just read Spin Selling last week, and I am beyond excited! I have been in sales for 6 years now and insurance sales for the past 4 years. Thank you for sharing what you discovered about large-scale sales. I look forward to implicating these new methods. In particular, how to dig deeper.
@arthurmartins5495
24 күн бұрын
Hi, i just started reading, so tells us, did spin selling helped you increase your sales results?
Really interesting and helpful! Thank you Neil!
Simply outstanding ..
Awesome
Excelente contribuição para profissionais de vendas complexas.
Great