Neil Rackham’s 10 Life Lessons

September 28th, 2006 · 9 Comments

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.

Generate Trust
Don’t Talk To Much
Ask Questions
Reasons Don’t Always Persuade
Be Persistent
Help People Answer Their Own Questions
Focus on the Person, Not the Product
Prepare
Keep Learning
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 the MotR heads.

Tags: Leadership · Motivation

9 responses so far ↓

1 Anna Farmery (7 comments.) // Sep 29, 2006 at 2:59 am

I subscribed to this magazine after hearing you talk about it on your show…fantastic publication. The best thing is reading about positive, successful stories such a change to listening to the news and most magazines. Thanks for the tip
2 Larry Hendrick // Sep 29, 2006 at 8:36 am

Isn’t that the truth, Anna. Uplifting stories that energize. That’s a rare thing, lately, but Success Magazine does it with style.
3 Troy Worman (9 comments.) // Sep 29, 2006 at 9:46 am

I agree. Success Magazine is a breath of fresh air. Another publication you might enjoy is Worthwhile Magazine.
4 Great Minds… - Orbit Now! Troy Worman’s Weblog // Sep 29, 2006 at 9:56 am

[...] Read Larry’s Motivation on the Run! Posted in Success + Friday September 29, 2006 + permalink [...]
5 Larry Hendrick // Sep 29, 2006 at 9:59 am

Thank Troy. Worthwhile Mag is a new one on me. I will have to check it out.
6 Ken Flowers (3 comments.) // Sep 29, 2006 at 3:49 pm

I found your blog through Troy Worman’s site. I’m glad I did. Thanks for the posts.
7 Larry Hendrick // Sep 29, 2006 at 4:39 pm

Welcome to Motivation on the Run, Ken. I’m glad you found the site, too. Troy is a good friend in blogging and he’s feeling a little homesick for Texas. I’m thrilled to give him that small dose of Texas wit and wisdom. lol
8 Troy Worman (9 comments.) // Sep 30, 2006 at 8:49 pm

Worthwhile Magazine, the Worthwhile blog, and Ken Flowers blog are all worth a look.
9 Larry Hendrick // Oct 1, 2006 at 8:01 am

Troy, you are so right. I have already added Ken Flower’s blog to the RSS reader and added him to my blogroll. I have also looked at the Worthwhile stuff, and agree, it’s worth people checking out.