Spin Selling: Neil Rackham Debunks 10 Myths of Professional Selling

By: Neil Rackham,

Author of SPIN Selling

Neil Rackham, the world’s greatest voyeur of professional selling, debunks 10 myths that may be preventing you and your sales force from reaching peak performance levels:

1. “Selling is selling - a good salesperson can sell anything.”
2. “To get more orders, make more calls.”
3. “Always call high.”
4. “Use plenty of open questions - they’re more powerful than closed questions.”
5. “Close early and close often.”
6. “You never get a second chance to make a first impression.”
7. “Salespeople are born, not made.”
8. “Welcome objections - they’re a sure sign of buyer interest.”
9. “Never attack the competition.”
10. “Give the most attention to your biggest accounts.”

Do any of these sound familiar? Have you or your sales force fallen prey to any of these commonly held myths? If so, now may be the time to rethink your strategies and tactics as you set out to boost sales.

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