One of the most interesting challenges I deal with when developing a major account or national account sales team is overcoming the Presentation Model of selling. Seems to be ingrained in the DNA of b2b sales people to use presentations as the golden key to getting the business.
And, up until the mid 1980’s every sales training and development course would discuss the need for a written and rehearsed – structured – sales presentation if you wanted to win a sale.
Then in the mid 1980 a consultant – actually a researcher – by the name of Neil Rackham turned the sales world upside down with his radical sales book – “S.P.I.N Selling.” In his book he used research to show the non-believers that questions win more business, especially in the large sales category. He later wrote a companion book entitled “Major Account Sales Strategies,” which provided detailed information in how to win major account sales – using the Questioning Model for Sales Success.