Neil Rackham

Neil Rackham is an author, consultant and academic. His writing focuses on "consultative selling," an approach he pioneered and documented in his book SPIN Selling (McGraw-Hill).

He has been a visiting professor at Portsmouth University, Cranfield School of Management, and Sheffield University, all in his native England, as well as at the University of Cincinnati, and is a frequent lecturer at conferences, business schools, and corporations around the world.

Neil Rackham was born in England and spent some of his early years in Borneo. He was later educated at Totton Grammar School, Hampshire, England and then studied psychology at Sheffield University where he was awarded a bachelor's degree in 1966.

He continued as a post-graduate research fellow in psychology at Sheffield through 1969, developing new tools to study and measure the role of interpersonal skills in successful negotiating and selling.

Rackham’s work as a research fellow led to his first books, The Evaluation of Management Training (Gower Press, 1970), written with Peter B. Warr and Michael William Bird; Developing Interactive Skills (Wellens Publishing, 1971), co-authored with Peter Honey and Michael J. Colbert; and Behaviour Analysis in Training (McGraw-Hill UK, 1977), with Terry Morgan.