Neil Rackham Quotes & Sayings

The traditional selling models, methods, and techniques that most of us have been trained to use work best in small sales. For now, let me define small as a sale which can normally be completed in a single call and which involves a low dollar value. Unfortunately, these tried-and-true low-value sales techniques, most of them dating from the 1920s, don't work today. — Neil Rackham

The most important advance in selling for many years — Neil Rackham

Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking. — Neil Rackham

Is your sales call so valuable that your client would write a check for your visit? — Neil Rackham