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Objection Handling and Closing Sales

objection

I don’t want it

I have spoken many times about objection handling and closing when it comes to selling. The message however does not always get through. Did you know that traditional closing techniques just do not work when making major sales? Trying to overcome objections during a larger sale can also cause you problems as well and contribute to lost sales.

The skills required for making big sales can be demonstrated quite clearly with the research Neil Rackham carried out in his Newcastle study way back in the early 1970’s.

Rackham found that successful sellers focus on objection prevention, NOT on objection handling. The research analysed how they did it and described it in his books. The sales courses aimed at specific industries also explain these skills in detail and if you are able to practice and obtain these important skills you will find a major improvement in your sales ability.

The same thing applies to closing the sale, Racham found the closing techniques used in smaller sales can lose you business when making major sales. Most commonly taught closing techniques do not work, the skill is to find better ways of obtaining customer commitment in the major sale and once again in our dedicated sales course we place a huge emphasis on this skill.

For some strange reason the average sales course goes into great detail and training about handling objections and closing techniques. In virtually every case these relate to making simple sales. In my experience I have collected and read numerous books on sales training, and most sales managers teach this method to their sales teams. However if you are involved in making major sales and you adopt these training techniques it is very clear you be heading in the wrong direction.

In our courses we teach the techniques that have been proven to work through dedicated and tireless research by Neil Rackham of Huthwaite Research.

There are very few sales people in the world who have these skills, few organizations teach it and the reason is simply because they do not know about it.

My passion is being able to show a potential sales person how to advance to super sales person in a few short steps in record time. If you sell big ticket items and you are involved in making major sales we can help you providing you can read, listen and ask questions.

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IBM’s Secret for Making the Sale | BNET

“Sales departments are notorious for embracing the flavor of the month,” says Neil Rackham, a sales consultant and author of SPIN Selling . “One of the things IBM does much better is that they follow through.” …

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Feed your mind!

SPIN Selling by Neil Rackham- Rackham’s researchers accompanied sales people on over 35000 sales calls, collected and compiled the data, and arrived at some very interesting findings. For instance, one style of selling will work very …

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Audiobook Maven: Against All Enemies, by Richard A. Clarke …

Spin Selling – Neil Rackham – Audio Book Read by Bob Kalomeer Spin Selling – Neil Rackham – Audio Book Brand New (still shrink wrapped): Abridged 3 Hours 3 CDs Read by Bob Kalomeer How do some salespeople consistently outsell their …

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Best Audiobook Voice – Audiobooks Australia

Spin Selling – Neil Rackham – Audio Book Read by Bob Kalomeer Spin Selling – Neil Rackham – Audio Book Brand New (still shrink wrapped): Abridged 3 Hours 3 CDs Read by Bob Kalomeer How do some salespeople consistently outsell their …

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My Views for the World…: SPIN Selling Model

SPIN Selling , a great model was the brainchild of Neil Rackham. SPIN Selling is based on extensive research by Rackham and his company, Huthwaite.

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The SPIN Selling Fieldbook

Neil Rackham’s national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a .

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the spin selling fieldbook practical tools methods exercises and …

the spin selling fieldbook practical tools methods exercises and resources.

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Core » Blog Archive » Selling in Harder Times

Neil Rackham is author of SPIN Selling and Rethinking the Sales Force. He can be reached at NeilRackham.com © Neil Rackham 2000-6.

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