Neil Rackham



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

Average rating: 4.0 · 10,649 ratings · 350 reviews · 23 distinct worksSimilar authors
SPIN Selling: Situation Pro...

3.99 avg rating — 9,812 ratings — published 1988 — 17 editions
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The Spin Selling Fieldbook:...

4.07 avg rating — 399 ratings — published 1996 — 5 editions
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Major Account Sales Strategy

4.27 avg rating — 251 ratings — published 1989 — 4 editions
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Rethinking the Sales Force:...

3.85 avg rating — 85 ratings — published 1999 — 7 editions
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Managing Major Sales

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3.82 avg rating — 33 ratings — published 1991
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Getting Partnering Right: H...

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3.74 avg rating — 19 ratings — published 1995
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The Management of Major Sales

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4.60 avg rating — 10 ratings — published 1991
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Making Major Sales

really liked it 4.00 avg rating — 9 ratings — published 1987
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Psychology of Negotiating

4.50 avg rating — 6 ratings — published 1985
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Spin verkooptechniek Hoe ha...

really liked it 4.00 avg rating — 3 ratings
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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

“The building of perceived value is probably the single most important selling skill in larger sales.”
Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

“Success in the larger sale depends, more than anything else, on how the Investigating stage of the call is handled.”
Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff



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