The three big mistakes that salespeople make and how to avoid them

The three big mistakes that salespeople make and how to avoid them

There’s always some level of uncertainty in the world of sales but that’s why it can be such an exciting place to be! However external changes can create difficulties and it can be challenging to know where to focus, what to do and what not to do!

Neil Rackham - Selling in hard times

We spoke to Neil Rackham, author of SPIN® Selling, consultant, academic and founder of Huthwaite International to ask if he had any advice for salespeople. So, if that's how you’re feeling right now, watch Neil’s video and hear about the three big mistakes that salespeople make when times are hard and how to avoid them.

About the Author
Neil Rackham

Written by Neil Rackham

Neil Rackham is an author, consultant and academic who is widely recognised as one of the founders of modern sales theory. He is a leading authority on "consultative selling," an approach he pioneered and documented in a bestselling BOOK SPIN®Selling which introduced a new paradigm for big complex transactions in the worlds of sales and negotiation. Neil is the founder and former CEO of Huthwaite, where the SPIN® Selling methodology was developed and where it continues to justify its position as one of the most widely adopted tools by sales professionals everywhere.