Neil Rackham



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

Average rating: 3.96 · 8,109 ratings · 242 reviews · 20 distinct worksSimilar authors
SPIN Selling: Situation Pro...

3.94 avg rating — 7,371 ratings — published 1988 — 7 editions
Rate this book
Clear rating
The Spin Selling Fieldbook:...

4.05 avg rating — 303 ratings — published 1996 — 3 editions
Rate this book
Clear rating
Major Account Sales Strategy

4.24 avg rating — 190 ratings — published 1989 — 4 editions
Rate this book
Clear rating
SPIN Selling: Situation Pro...

4.63 avg rating — 90 ratings
Rate this book
Clear rating
Rethinking the Sales Force:...

3.87 avg rating — 69 ratings — published 1999 — 6 editions
Rate this book
Clear rating
Managing Major Sales

by
3.83 avg rating — 29 ratings — published 1991
Rate this book
Clear rating
Getting Partnering Right: H...

by
3.74 avg rating — 19 ratings — published 1995
Rate this book
Clear rating
The Management of Major Sales

by
4.60 avg rating — 10 ratings — published 1991
Rate this book
Clear rating
The SPIN Selling Fieldbook:...

4.56 avg rating — 9 ratings
Rate this book
Clear rating
Making Major Sales

4.13 avg rating — 8 ratings — published 1987
Rate this book
Clear rating
More books by Neil Rackham…

Upcoming Events

No scheduled events. Add an event.

“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 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, Major Account Sales Strategy

“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, Major Account Sales Strategy



Is this you? Let us know. If not, help out and invite Neil to Goodreads.