5 Responses

1. Try Neil Rackham’s SPIN
   The technique I find that works for consultative/relationship selling is Neil Rackham’s SPIN Technique. SPIN is a mnemonic (its not about SPINning a yarn so don’t be put off by any negative connotations of the word SPIN)

   There are several books including a Field Workbook and a good video by Video Arts in support.

2. These people seem to know what they are talking about
   Suggest you check http://www.cognisco.net

   I think it might be what you are looking for

3. Training techniques
   Have you thought of using actors to role play to deal with various questioning techniques? This is a very safe and fun way of helping to do a session relating to Sales and Marketing. It also gives your team constructive feedback from the actors afterwards.

   If you would like more information please contact me on React-Acting for Business
   (01727) 858508 http://www.reactactingforbusiness.com

4. try chartered institute of marketing
   Have you tried contacting the Chartered Institute of Marketing? I am a cim student and find the cim website very useful, it has a book purchasing section.

5. Try the ISMM
   As well as CIM you may want to try the Institute of Sales & Marketing Management on 01727 812500 or http://www.ismm.co.uk

   I am happy to discuss this with you but essentially would recommend promoting the fact that it is a two-way conversation designed to build a relationship not an interview or inquisition. Understanding the difference between open and closed questions plus the broader nature of relationship building and interpersonal communication are key.

   I have some articles which I have published which may be helpful – please get in touch on 0870 733 3313 or via annabg@lauriate.com and I will email them to you.