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Product Description
Put into practice today's winning strategy for achieving success in high-end sales!
From the Back Cover
Put into practice today's winning strategy for achieving success in high-end sales!
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:
- Individual diagnostic exercises
- Illustrative case studies from leading companies
- Practical planning suggestions
- Provocative questionnaires
- Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Inside This Book
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First Sentence
I grew up in the jungles of Borneo in what's now Eastern Malaysia. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index
I grew up in the jungles of Borneo in what's now Eastern Malaysia. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Most Helpful Customer Reviews
42 of 42 people found the following review helpful:
5.0 out of 5 stars
An excellent investment for any serious sales professional,
By warrencowan@breathemail.net (London) - See all my reviews
This review is from: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (Paperback)
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
9 of 9 people found the following review helpful:
5.0 out of 5 stars
Excellent planning tool for complex service sales.,
By A Customer
This review is from: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (Paperback)
This is an excellent primer for the new sales consultant trying to sell complex, technology services which are mostly intangible. An excellent planning guide for each sales call in a lengthly sales process. This book has helped me understand how to plan to advance each sale by preparing questions that enable the customer to determine what he needs and why. If you want to get organized, develop sales call plans that work and win more new business with fewer objections, try this easy-to-read field book.
7 of 7 people found the following review helpful:
5.0 out of 5 stars
Give people what that WANT then they will sell themselves!,
By A Customer
This review is from: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (Paperback)
If your sick and tired of being sick and tired being rejected over and over again then maybe your trying to sell thru telling and persuading. SPIN SELLING lets the client see what their needs are through their eyes. This book will turn your prospects around especially on major accounts one hundred and eighty degrees!
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