Making major sales - Neil Rackham

This work is based on the most extensive research project ever undertaken in the area of selling skills. It determines the best ways of selling high value products or services. The author and his team observed and studied more than 35,000 sales calls made by 10,000 sales people in twenty-three different countries over a period of twelve years. Their analysis revealed that many of the methods developed for selling low value goods just don't work in the environment of today?s major sale. - - The findings, published for the first time in this revolutionary book, will overturn a whole collection of accepted sales truths. Making Major Sales provides a set of simple and practical techniques which have now been tried in many leading companies with dramatic improvements in sales performance. The ideas described by Neil Rackham have already helped thousands of people to become more successful with large sales.