Major Account Sales Strategy

I thought SPIN theory is what you need first, but after reading this book, based on my personal experience, use of SPIN theory earns the opportunity for one to get on the table, but doesn't mean the business is in your hand. There are few more phases that you have to go through and this book talks through that. Just because the customer has realized a need for something, does not make them write the check -- lot of other things come into play such as do I need this now, am I making the correct decision in going with the choice etc. Must read for some one who is trying to do sales. <br /> <br />Forget business sales, my bar for testing any of these theories is not at work, but at home -- I always try and test these theories at home (with my family) and if it works at home, then IT obviously works outside. <br /> <br />Great book to read.

If the title of the book suggests you something you are looking for, don't hesitate and buy it. It is excellent. It displays a completely actionable model of the selling -or buying- cycle. It describes the phases of the cycle and it gives the strategic principles to follow in each one of them. Mr. Rackham is a true expert in this field.

This book is in my top 5 all time best written sales books ever. Neils approach is unique, it stands the test of time. He talks about the buyers cycle as it relates to the sellers process. They need to be in alignment...if not, you will not get the sale. This book is a must read for anyone selling. A good compliment to SPIN and really any value based selling methodology including ROI Selling.