Put into practice today's winning strategy for achieving success in high-end sales!
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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.
About the Author
NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.
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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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Customer Reviews
Most Helpful Customer Reviews
42 of 42 people found the following review helpful
Format: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
By A Customer
Format: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
By A Customer
Format: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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4.7 out of 5 stars
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Most Recent Customer Reviews
5.0 out of 5 stars
Does what it says on the tin
Very prompt delivery, better quality than expected regarding the condition and all round great service.
Very impressed and would recommend to anybody. Read more
Very impressed and would recommend to anybody. Read more
Published 12 months ago by pablo_shopper
5.0 out of 5 stars
helps you implement spin selling....
trying to implement a new sales methodology can be quite daunting. this book gives you the tools and exercises to do this. Read more
Published 20 months ago by Gcrikey
3.0 out of 5 stars
SPIN selling
I got this as part of a training course. The technique that it descibes is one that is renowned in sales
As with all self-help; self-training books, what you put in is a... Read more
As with all self-help; self-training books, what you put in is a... Read more
Published on 28 Jun 2009 by J. Butler
4.0 out of 5 stars
Try it
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. Read more
Published on 12 Aug 2005
5.0 out of 5 stars
One of the Best
There's a lot in this book. It takes you back to the basics of persuasion and 'workbooks' you through an evaluation process of what you should be asking and listening to in a... Read more
Published on 22 Jun 2005 by C. R. Downing
4.0 out of 5 stars
Sales success starts with SPIN
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by... Read more
Published on 21 May 2005 by "andierowlands"
5.0 out of 5 stars
one of the best books ever about the sales process
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. Read more
Published on 25 Jun 1999
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