Neil Rackham’s Followers (59)

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: 4.0 · 12,095 ratings · 417 reviews · 37 distinct works • Similar authors

	SPIN Selling: Situation Problem Implication Need-payoff 3.99 avg rating — 11,146 ratings — published 1988 — 23 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 4.10 avg rating — 438 ratings — published 1996 — 10 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 4.25 avg rating — 274 ratings — published 1989 — 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
	Managing Major Sales: Practical Strategies for Improving Sales Effectiveness 3.82 avg rating — 34 ratings — published 1991 — 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
	Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage by Neil Rackham, Lawrence Friedman, Richard Ruff 3.72 avg rating — 18 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
	The Management of Major Sales: Practical Strategies by Neil Rackham, Richard Ruff 4.64 avg rating — 11 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
	Making Major Sales 4.10 avg rating — 10 ratings — published 1987 — 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
	SPIN® -Selling it was amazing 5.00 avg rating — 7 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
	Alcançando Excelência em Vendas Para Grandes Clientes 4.29 avg rating — 7 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
	Psychology of Negotiating 4.50 avg rating — 6 ratings — published 1985	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 (?)

“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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“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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“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

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Neil Rackham’s Followers (59)

Neil Rackham

Combine EditionsNeil Rackham’s books

Combine Editions
Neil Rackham’s books