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Neil Rackham Biography

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 (McGraw-Hill).

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

Call, Check, Checks, Client, Clients, Writing

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.

Completed, Dating, Dollars, Normally, Technique

The most important advance in selling for many years

Advance, Important, Selling, Years

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Neil Rackham Biography

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