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on 23 November 2000
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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on 3 June 2017
Swift delivery. Item as described. Interesting reading.
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on 30 January 1998
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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on 24 October 1997
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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on 21 May 2005
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 talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
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on 28 June 2009
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 reflection on what you get out
Where I found this most useful, was where I used it to review situations where I succeeded, and more importantly where I failed.
It is a technique that for me at least, helps to have a more structured outlook to sales meetings/situations
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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 sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, "We should have never written this book - it's too good." Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it's an olypic sport - and then you are well on your way to being in the top 10% of business earners.
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on 25 June 1999
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. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
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on 18 May 2012
Very prompt delivery, better quality than expected regarding the condition and all round great service.

Very impressed and would recommend to anybody.

Regarding the book, it does exactly what it promises to. Tells you about SPIN selling and provides a platform for you to hone your skills.
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on 18 September 2011
trying to implement a new sales methodology can be quite daunting. this book gives you the tools and exercises to do this. spin selling will help you sell better, by adding this book to your arsenal will speed up the process.
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