About Neil Rackham

Neil Rackham is an author, consultant and academic who is widely recognised as one of the founders of modern sales theory. He is a leading authority on "consultative selling," an approach he pioneered and documented in a bestselling BOOK SPIN®Selling which introduced a new paradigm for big complex transactions in the worlds of sales and negotiation. Neil is the founder and former CEO of Huthwaite, where the SPIN® Selling methodology was developed and where it continues to justify its position as one of the most widely adopted tools by sales professionals everywhere.

Neil Rackham 1 min read

Sales people are the crucial differentiator in competitive markets

Learn why your product is no longer your differentiator in competitive markets and how you can start to differentiate products by how they're sold.

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Neil Rackham 1 min read

Using the SPIN Selling behaviours

Should we focus on quality or quantity first when beginning to practice SPIN Selling behaviours? Find out.

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Neil Rackham 1 min read

How have situation questions changed in SPIN Selling?

Learn how SPI® Selling situation questions have changed since the sales method was introduced and what sellers can do now.

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Neil Rackham 1 min read

The three big mistakes that salespeople make and how to avoid them

Neil Rackham, author of SPIN Selling, offers some advice, based on research and experience in previous recessions that will help salespeople survive our cu…

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Neil Rackham 1 min read

How can salespeople use SPIN Selling questions?

Learn how salespeople can learn to effectively use the use SPIN Selling questions and the common problems that salespeople face when tying to apply SPIN.

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Neil Rackham 1 min read

How have problem questions changed in SPIN Selling?

Learn how SPIN® Selling problem questions have changed since the sales method was introduced and what sellers can do now.

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Neil Rackham 3 min read

Is SPIN Selling still relevant?

Helping customers to solve their problems using SPIN Selling hasn't changed but other things have. The SPIN Selling methodology is more relevant today.

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