Getting the edge in professional selling
Terence A. Hockenhull
Sometimes, in putting together this article, I seek inspiration by taking a quick look at what other “experts” are saying about sales on the Internet. I have been fortunate enough to have developed my career as a sales consultant and trainer by reading Neil Rackham’s books on SPIN(r) selling and, many years back, working with the Huthwaite Group. I always appreciated Mr. Rackham’s approach because it was built on a solid foundation of research.
