Product Description

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success

Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.

Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .

• Tailor your selling strategy to match each step in the client's decision-making process.
• Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.
• Gain entry to accounts through many different windows of opportunity.
• Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.
• Handle negotiations, concessions on price, and term agreements skillfully and effectively.
• Offer the ongoing technical and maintenance support that keeps your major accounts yours.

From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Product Details

• Amazon Sales Rank: #61704 in Books
• Published on: 1989-05-01
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 218 pages

About the Author

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.

Customer Reviews

A practical and useful guide to a difficult task
Neil Rackham brings a refreshingly common sense appraoch to the tough job of building major account sales. This is based on years of research of successful relationships. His chapter on negotiation is the best advice I have found on the subject. The book does not offer quick fixes or recommend cheap 'closes' but realistically portrays the persistent grind of creating and sustaining a strong account.

This book show the core of the sales process
This book basically outlines the importance of knowing your account and following through with consistancy in each phase of the buyers process each and every time. Knowing how the buyers decide and why can help your selling process through the preparation of nessecary information before the potential client even knows he wants it. Neil Rackham outlines common struggles associated with the process including the pressure to negotiate, renegotiate, protect your integrity, protect your products image, and still provide a time efficent way to produce a profitable sale for your company. I am a rookie at outside sales but I feel that this book will get me further into a lot more accounts than I have benn able to so far.

Essential for selling
I have been selling for 10 years now, and this is a good little reminder of the basics and how to not unnecessarily over-complicate what is a relatively simple concept. Good value too