Neil Rackham

Neil Rackham reveals how his passion for cricket helped him codify verbal behaviours and develop effective research techniques.

Neil Rackham discusses the resistance faced when introducing SPIN Selling, its rapid adoption by major corporations, and its eventual success.

Neil Rackham shares his breakthrough moment with SPIN Selling and its transformative impact at Xerox, propelling it from last to first in the UK.

Neil Rackham shares how an early feeling that sellers were use questions to uncover problems and develop needs lead to the creation of the SPIN Selling.

Neil Rackham, creator of SPIN Selling explains how one question sparked the creation of the most researched and validated sales methodology in the world.

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.

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

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

Learn how to avoid the common mistakes that salespeople make such as negotiating too early and chasing every business opportunity.