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SPIN-selling by Neil Rackham  (15)  £18.99

Secrets of Question-based Selling: Sale Strategies for Spectacular Results by Thomas Freese  (2)  £8.04

The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman  (6)  £3.51

The New Solution Selling by Keith M. Eades  (4)  £9.99

Advanced Selling Strategies: The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere by Brian Tracy  (10)  £6.99

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Book Description
The best-selling author of S.P.I.N. Selling, which revolutionized big-ticket sales, is back with a companion volume that further demonstrates how to put S.P.I.N.'s winning strategies into practice. Rich with examples and anecdotes from sales forces at such cutting-edge companies as Motorola, AT&T, and Johnson & Johnson, this long awaited guide first summarizes and updates the basics of his S.P.I.N. tools and techniques that have been proven. Readers will delight in the interview in which Rackham answers commonly-asked questions about his pioneering Situation/Problem/Implication/Need model.


Synopsis
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 action - immediately."The SPIN Selling Fieldbook" includes: individual diagnostic exercises; illustrative case studies from leading companies; practical planning suggestions; provocative questionnaires; and, 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.

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SPIN-selling by Neil Rackham  (15)  £18.99

Secrets of Question-based Selling: Sale Strategies for Spectacular Results by Thomas Freese  (2)  £8.04

The 25 Sales Habits of Highly Successful Salespeople by Stephan Schiffman  (6)  £3.51

The New Solution Selling by Keith M. Eades  (4)  £9.99

The Solution Selling Fieldbook: Practical Tools, Application Excercises, Templates and Scripts for Effective Sales Execution by Keith M. Eades £13.99

› Explore similar items : Books (31)

7 Reviews 5 star:  (5) 4 star:  (2) 3 star:    (0) 2 star:    (0) 1 star:    (0)           Average Customer Review (7 customer reviews)		Share your thoughts with other customers:
Most Helpful Customer Reviews   36 of 36 people found the following review helpful: An excellent investment for any serious sales professional, 23 Nov 2000 By  warrencowan@breathemail.net (London) - See all my reviews 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.  Comment | Permalink | Was this review helpful to you? (Report this)   7 of 7 people found the following review helpful: Excellent planning tool for complex service sales., 31 Jan 1998 By A Customer 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.  Comment | Permalink | Was this review helpful to you? (Report this)   6 of 6 people found the following review helpful: Give people what that WANT then they will sell themselves!, 25 Oct 1997 By A Customer 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!  Comment | Permalink | Was this review helpful to you? (Report this) › See all 7 customer reviews...		Most Recent Customer Reviews 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