…then let it be one by Neil Rackham! Following on from my article the other day about Internet Marketers and Business Owners I have been reading some more of the threads in the various forums about “Offline Marketing.”
One of the things that has struck me time and time again, as I have been reading, is that many of the people who are trying to position themselves as “Internet Marketing Consultants” don’t actually understand some of the basics of selling to businesses.
I had the good fortune to do some work over a number of years with Neil Rackham’s organisation Huthwaite. I became very familiar with their SPIN approach to selling and the behavioural analysis research which gives it such a base in reality.
SPIN is something which I use day in and day out – in all aspects of my life and not just when I am dealing with businesses.
If you want to understand selling to businesses and be confident that you will have a solid model that works time and time again then I would recommend that you buy one or more of the books I have highlighted below:
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