"The most effective selling strategy during this phase is to uncover dissatisfaction in the account and to develop that dissatisfaction until it reaches the critical mass." - Neil Rackham "It’s very confusing choosing between different systems. So I’d like to begin by looking at some of the factors you should consider to help you make the right choice." - Neil Rackham "The most common strategic error that salespeople make in this phase of the sale is that they don’t try to uncover the customer’s guidelines, or criteria, for making the decision." - Neil Rackham