Neil Rackham

SPIN® - Selling by Neil Rackham offers a ground-breaking approach to high-value sales, fundamentally challenging long-held beliefs in the sales industry. The book is the culmination of extensive research carried out over 12 years, involving more than 35,000 sales calls made by 10,000 salespeople in 23 countries. Rackham’s meticulous studies uncovered that traditional selling techniques, effective for low-value transactions, tend...