The current issue of Success Magazine has a quick, one-page article listing the ten lessons learned by Neil Rackham, author of the best seller, Spin Selling. Each is explained in more detail, but to give you the flavor, here are the bullet points.
1. Generate Trust
2. Don’t Talk To Much
3. Ask Questions
4. Reasons Don’t Always Persuade
5. Be Persistent
6. Help People Answer Their Own Questions
7. Focus on the Person, Not the Product
8. Prepare
9. Keep Learning
10. Be Creative
From my experience, this list is pretty comprehensive, even if not exhaustive. As you think of your personal lessons, see if they work as subheadings of the above list. It could turn into an outlining exercise for all.
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