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Neil Rackham

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Author of the Spin Selling. Find out more about Spin Selling at http://www.huthwaite.co.uk/training-s... ...more

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Neil Rackham’s books

Average rating: 4.02 · 13,821 ratings · 556 reviews · 38 distinct works • Similar authors

	SPIN Selling: Situation Problem Implication Need-payoff 4.01 avg rating — 12,658 ratings — published 1988 — 21 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources 4.13 avg rating — 493 ratings — published 1996 — 7 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Major Account Sales Strategy 4.22 avg rating — 312 ratings — published 1989 — 9 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	SPIN® -Selling 4.36 avg rating — 81 ratings — 2 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Managing Major Sales: Practical Strategies for Improving Sales Effectiveness 3.89 avg rating — 36 ratings — published 1991 — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	The Management of Major Sales: Practical Strategies by Neil Rackham, Richard Ruff 4.60 avg rating — 15 ratings — published 1991 — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage by Neil Rackham, Lawrence Friedman, Richard Ruff 3.71 avg rating — 17 ratings — published 1995 — 4 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Making Major Sales 4.30 avg rating — 10 ratings — published 1987 — 3 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Elliptical Billiard Balls: Eccentric Short Stories in Sci-Fi, Tech and Alternate Worlds 3.93 avg rating — 10 ratings — 4 editions	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars
	Alcançando Excelência em Vendas Para Grandes Clientes 4.33 avg rating — 9 ratings	Error rating book. Refresh and try again. Rate this book Clear rating 1 of 5 stars 2 of 5 stars 3 of 5 stars 4 of 5 stars 5 of 5 stars

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Quotes by Neil Rackham (?)

“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, SPIN Selling: Situation Problem Implication Need-payoff

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“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, SPIN Selling: Situation Problem Implication Need-payoff

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“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, Major Account Sales Strategy

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Neil Rackham’s Followers (73)

Neil Rackham

Combine EditionsNeil Rackham’s books

Combine Editions
Neil Rackham’s books