Author: Neil Rackham
Unlike most cold calling books which are based on authors' experiences and successes, Rackham takes a long look at salespeople through the lens of a scientist. As a result, his work is unique in the world of selling.
Rackham's book is based on rock-solid research of successful sales professionals. His findings having to do with opening benefit statements and large sales are particularly useful to you as a cold caller and well worth the time you spend to study them.
Building a network of salespeople such as the ones Rackham studied could take decades. Think of this book as your private diary into the minds of the best of the best in the world of sales.
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