Major account sales strategy
by Neil Rackham · first published 1989
6mentions
4recommended by
5HN commenters
2011–2023first – last mentioned
80% recommend20% neutral
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…professional) buyers happen like that, but if you're selling a product on late night tv, you can minimize and bypass objections through trickery, "sell the sizzle", etc. Neil Rackham's SPIN Selling and Major Account Sales Strategy are the best books I've ever found on sales.
on “Stomp The Heck Out Of Your Customer's Main Objection” ↗…technical, I can recommend a couple of books that are going to do the job for you - I built a career on the frameworks offered by them: - SPIN Selling, Neil Rackham [solution based selling is very important] - Major Account Sales Strategy, Neil Rackham [if you're going to work with Fortune 500] - Rain Making: Attract New Clients No Matter What Your Field, Ford Harding [that's a classic, but it's a little bit not in line with selling tech,…
on “Ask HN: How to learn to sell professional services as an engineer?” ↗Read SPIN Selling by Neil Rackham instead of this (crappy) article, if you're selling "major sales". http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... is good, but SPIN Selling itself is a better intro.
on “How to Close a Sales Call” ↗For those subjects, Major Account Sales Strategy by Rackham is good. Another Rackham book, SPIN Selling, is also a classic.
on “Founder Books” ↗I absolutely recommend you read Neal Rackham’s SPIN selling, and Major Account Sales Strategy. Additionally, read the Mom Test by Fitzgerald if I remember correctly. These books literally walk you step by step of how to uncover problems and discuss them with your prospects, customers and people…
on “Ask HN: How do you get companies to talk to you about their problems?” ↗Looking for recommended reading specifically on B2B selling. Am considering "SPIN Selling" and "Major Account Sales Strategy" by Neil Rackham although I'm wondering whether the advice may be out of date as they're quite dated Also "The Challenger Sale" by Matthew Dixon & Brent Adamson. Any other recommendations or thoughts…
on “Ask HN: Best Books On B2B Selling? ” ↗