"A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading!" - Lawrence M. Small, President and COO, Fannie Mae

Reviewer: A reader from Santa Barbara, California The method presented in Nick's book worked for me--after six months of frustration searching for a job the tradtional way, I read this book and changed everything I was doing. I did tons of company, industry, and product research, sent out five resumes that _said what I would do_, did three interviews, _did the job_ in the interviews, and picked the one I wanted. I got the job I wanted, with the company I wanted, in the location I wanted, for the salary I wanted. Can't do better than that, short of winning the Lotto, right? If you are looking for a job--Buy this book!

From the Publisher An all-new edition of a sales training classic! The ultimate guide to creating new sales, one of the most critical skills sales people need. This new edition features the same basic message, if you want to increase your sales, you must get good at cold calling to get the face to face appointments you need. It has been completely reworked to reflect the latest innovations in sales training as well as to cover new technologies. It features field-tested techniques for reaching decision-makers, making appointments, and making your pitch, as well as invaluable advice on how to increase the number of calls you can make, improve your closing ratio, and beat your competition.

From the Author Neil Rackham's Comments In this book we'll be looking at how companies are inventing new ways of doing business together that are bringing unprecedented gains in profit and competitiveness. For many companies, the bottom-line results from these new relationships - even at this early stage - have already outweighed years of savings from internal cost-cutting efforts such as downsizing or restructuring

Over a quarter million copies sold! How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence-in this case, the principle of social proof. Have you ever found yourself saying "yes" to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really arent interested in or to buy a candy bar that you really dont want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests

Explains how we use our communicating processes to generate behaviours which unconsciously stand out on their own and speak for themselves. Covering everything from the sales process through to the close, the text considers the human communication processes present in a wide range of situations

This practical guide focuses on competitive selling, the range of skills that sales professionals need to reach their full potential. It offers preventative measures that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. A key step in this process - the politics of selling - is discussed, showing how to establish the right relationships with people who are powerful enough to give the salesperson an edge. The book will help those who are already good at selling become competitive salespeople capable of strengthening their position with the customer, while at the same time weakening the competition.

Amazon.co.uk Review Unlike practically every other segment of the modern business world, the corporate-sales department has changed very little from the rigid organisational framework it first attained back in the grey-flannel 1960s. But even that bastion of traditional business structure is starting to evolve, as customers at all levels begin to reconsider their expectations, purchasing patterns, and criteria for establishing and maintaining relationships with sales professionals. Rethinking the Sales Force, by Neil Rackham and John De Vincentis, is an innovative attempt to give today's salespeople a push in the right direction before the inevitable sea-change now developing totally overtakes them and undermines their potential for future success. Rackham, author of Spin Selling, and De Vincentis, an independent sales and marketing consultant, use leading real-world examples such as Microsoft, IBM, and Charles Schwab to show how the commercial viability of assorted products and services can be dramatically improved by determining the real needs of three different types of buyers--whom they call "intrinsic value customers", "extrinsic value customers", and "strategic value customers"--and then developing the appropriate sales strategies to meet them.

Using the phone for partnering (as opposed to cold calling)

Reviewer: D Crookes from Cardiff, Wales As a former Sales Training Manager in a multi-national company, I just wish I had access to this superb work at the time. The author just blew me away with her terrific writing style, clearness of thought and fabulous readability of the book in its entirety.This book is a must buy, read and implement for all those involved in sales, sales training and selling consultancies. Sharon Drew Morgen is obviously a pragmatic and visionary thinker. Her book is a pleasure and a revelation to read - may she write much more in the future to excite and inspire as this book does.

The best-selling author of S.P.I.N. Selling, which revolutionized big-ticket sales, is back with a companion volume that further demonstrates how to put S.P.I.N.'s winning strategies into practice. Rich with examples and anecdotes from sales forces at such cutting-edge companies as Motorola, AT&T, and Johnson & Johnson, this long awaited guide first summarizes and updates the basics of his S.P.I.N. tools and techniques that have been proven. Readers will delight in the interview in which Rackham answers commonly-asked questions about his pioneering Situation/Problem/Implication/Need model

Make sure every sales letter you write count. Here are tips and techniques to ensure that you get your selling message across effectively. The core templates help ensure that you will never be stuck for words again.

Written from the salesperson's perspective this text includes such timely subjects as: the new selling environment; creating a vision for a major account over the long term, including using Internet technology; pursuing customers in non-traditional ways; defining and measuring value to the customer (both qualitative and quantitative value); introducing the role of technology in providing new, highly intuitive sales performance and coaching tools along with just-in-time training using Web-based applications; aligning marketing, sales, and human resources practices to create a world-class business development department.