Neil Rackham’s 10 Life Lessons

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.

  1. Generate Trust
  2. Don’t Talk To Much
  3. Ask Questions
  4. Reasons Don’t Always Persuade
  5. Be Persistent
  6. Help People Answer Their Own Questions
  7. Focus on the Person, Not the Product
  8. Prepare
  9. Keep Learning
  10. 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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4 comments on “Neil Rackham’s 10 Life Lessons

  1. Pingback: Reviewing Neil Rackham’s 10 Training Design Criteria – #04 | EPPIC - Pursuing Performance

  2. Pingback: Reviewing Neil Rackham’s 10 Training Design Criteria – #03 | EPPIC - Pursuing Performance

  3. Pingback: Reviewing Neil Rackham’s 10 Training Design Criteria – #02 | EPPIC - Pursuing Performance

  4. Pingback: Reviewing Neil Rackham’s 10 Training Design Criteria – #01 | EPPIC - Pursuing Performance

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