Tag Archives: professional selling

Q&A with Neil Rackham, “The Professor of Professional Selling”

Neil Rackham has been observing the world’s best sales forces for decades, and here he answers some of the frequently asked questions he has received from sales professionals and sales managers: How does one become a good salesperson? It’s not magic; it’s hard work. A few people have a natural talent for selling, but most […]

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Neil Rackham Debunks 10 Myths of Professional Selling

Heading into the new year, 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: “Selling is selling – a good salesperson can sell anything.” “To get more orders, make more calls.” “Always call high.” “Use plenty of open […]

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