Neil Rackham (Author of SPIN Selling)

Neil Rackham鈥檚 Followers (65)

Neil Rackham

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Author of the Spin Selling. Find out more about Spin Selling at ...more

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Neil Rackham鈥檚 books

Average rating: 4.01 · 13,048 ratings · 493 reviews · 32 distinct works 鈥� Similar authors

	SPIN Selling: Situation Problem Implication Need-payoff really liked it 4.00 avg rating — 11,979 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 4.12 avg rating — 473 ratings — published 1996 — 12 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 4.23 avg rating — 296 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庐 -Selling 4.56 avg rating — 45 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 3.86 avg rating — 35 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 3.72 avg rating — 18 ratings — published 1995 — 5 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 4.18 avg rating — 11 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
	Alcan莽ando Excel锚ncia em Vendas Para Grandes Clientes 4.38 avg rating — 8 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
	The 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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“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鈥檙e getting a lot of objections early in the call, it probably means that instead of asking questions, you鈥檝e been prematurely offering solutions and capabilities.”
― Neil Rackham, SPIN Selling: Situation Problem Implication Need-payoff

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Neil Rackham鈥檚 Followers (65)

Neil Rackham

Combine EditionsNeil Rackham鈥檚 books

Combine Editions
Neil Rackham鈥檚 books