The September 28th, 2006 issue of Success Magazine had a quick, one-page article listing the ten lessons learned by Neil Rackham, author of the best seller, Spin Selling.
Each was explained in more detail, but here are the 10 Lessons.
- Generate Trust
- Don’t Talk To Much
- Ask Questions
- Reasons Don’t Always Persuade
- Be Persistent
- Help People Answer Their Own Questions
- Focus on the Person, Not the Product
- Keep Learning
- Be Creative
Which of these fit your professional context?
Neil is known for Sales consulting. He was originally a researcher focused on Performance Improvement and Learning and one big effort took him off to the world of sales.
I’ve known Neil Rackham since 1981 – when I met him at MTEC – Motorola’s Training & Education Center – the forerunner of Motorola University.
As the Brits often say: Brilliant!
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