Top 6 Neil Rackham Quotes (2026 Update)

Neil Rackham Quote: “Is your sales call so valuable that your client would write a check for your visit?”

1. “Is your sales call so valuable that your client would write a check for your visit?”

2. “Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking.”

— Neil Rackham

3. “The most important advance in selling for many years.”

— Neil Rackham

4. “Success in the larger sale depends, more than anything else, on how the Investigating stage of the call is handled.”

— Neil Rackham

5. “In our research we consistently found that the people who were most effective during the Investigating stage were the ones most likely to be top sales performers.”

— Neil Rackham

6. “If you’re getting a lot of objections early in the call, it probably means that instead of asking questions, you’ve been prematurely offering solutions and capabilities.”

— Neil Rackham

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