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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (Paperback)

by Neil Rackham (Author)

4.5 out of 5 stars See all reviews (8 customer reviews)

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The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell by Keith M. Eades
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Product details

Paperback: 208 pages
Publisher: McGraw-Hill Professional (1 Jun 1996)
Language English
ISBN-10: 0070522359
ISBN-13: 978-0070522350
Product Dimensions: 23.1 x 18.8 x 1.5 cm

Average Customer Review: 4.5 out of 5 stars See all reviews (8 customer reviews)

Amazon.co.uk Sales Rank: 28,406 in Books (See Bestsellers in Books)
Popular in these categories:
#9 in Books > Business, Finance & Law > Sales & Marketing > Sales Techniques
#33 in Books > Business, Finance & Law > Sales & Marketing > Advertising

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Product Description

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.

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.

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	80% buy the item featured on this page: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources 4.5 out of 5 stars (8) �8.97
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	4% buy The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell 5.0 out of 5 stars (4) �12.99
	2% buy The Solution Selling Fieldbook: Practical Tools, Application Exercises, Templates and Scripts for Effective Sales Execution �17.09

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Customer Reviews

8 Reviews

5 star:		(5)
4 star:		(2)
3 star:		(1)
2 star:		(0)
1 star:		(0)

Average Customer Review

4.5 out of 5 stars (8 customer reviews)

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Most Helpful Customer Reviews

38 of 38 people found the following review helpful:

5.0 out of 5 stars 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.

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8 of 8 people found the following review helpful:

5.0 out of 5 stars Excellent planning tool for complex service sales., 30 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.

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6 of 6 people found the following review helpful:

5.0 out of 5 stars Give people what that WANT then they will sell themselves!, 24 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!

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Most Recent Customer Reviews

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

Published 4 months ago 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

› See all 8 customer reviews...

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