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!

Опубликовано:

6 июл 2024

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Комментарии : 15

@REMOVECOMPLEXITY 3 года назад

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.

@manthanpatel4705 4 месяца назад

Master piece

@aquachop7077 9 месяцев назад

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...

@camilogyllback7193 4 года назад

Hang in there Neil! Thanks for the content.

@sefthenewsellingofsalespodcast 2 года назад

Insights from a true expert. Thank you Neil Rackham!

@jawilliamsg 3 года назад

Very insightful. Thanks for sharing!

@cosmosstp 3 года назад

Thank you very much for all these masterpieces! Really helpful!

@user-pi4oq7jx5y 2 месяца назад

Awesome

@sanjaykshirsagar5422 Год назад

Simply outstanding ..

@gabriel_az1978 2 года назад

Really interesting and helpful! Thank you Neil!

@kvr8084 10 месяцев назад

Great

@Marcnshae2011 2 года назад

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 21 день назад

Hi, i just started reading, so tells us, did spin selling helped you increase your sales results?

@evolveinteligenciacolabora3315 2 года назад

Excelente contribuição para profissionais de vendas complexas.

@christophersharp8235 2 года назад

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.