In this new series, we interview Neil Rackham, Huthwaite's founder and the creator of SPIN Selling.
Throughout the series, he gives inside information about how the methodology came to be, the challenges they faced and the future of SPIN.
In episode one, Neil explains how one simple question sparked the creation of the most researched and validated sales methodology in the world. Resulting in the creation of a sales model that is still in use by many of the world’s most successful sales teams today.
Neil Rackham shares how an early feeling that sellers were use questions to uncover problems and develop need led to the creation of the SPIN® selling.
Neil Rackham shares his breakthrough moment with SPIN Selling and its transformative impact at Xerox, propelling it from last to first in the UK.
