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

by Neil Rackham

McGraw-Hill Education | June 22, 1996 | Trade Paperback

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources: Practical Tools, Methods, Exercises and Resources is rated 5 out of 5 by 1.

Strategies and tools that guarantee big-ticket sales!

Neil Rackham''s national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

Format: Trade Paperback

Dimensions: 208 pages, 9.2 × 7.5 × 0.6 in

Published: June 22, 1996

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0070522359

ISBN - 13: 9780070522350

Found in: Marketing and Sales

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Reviews

Rated 5 out of 5 by from Fantastic read I have been to numerous sales training seminars, workshops and training courses as well as reading many many books on sales. This is by far the best book I have ever read on the subject of selling. I have my new sales people read this book. In fact, I give it to them as part of their training library of material. It has lots of exercises and practical examples of how to put SPIN selling into practise in any industry. I highly recommend this book if you want to learn the best way of doing question based selling. I have read several books on question based selling and to me this one is by far the best.
Date published: 2009-03-30

– More About This Product –

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

by Neil Rackham

Format: Trade Paperback

Dimensions: 208 pages, 9.2 × 7.5 × 0.6 in

Published: June 22, 1996

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0070522359

ISBN - 13: 9780070522350

Table of Contents

This Book.The SPIN Model.Check It Out.Putting Spin in Context.Putting Spin to Work.Buyer Needs.Situation Questions.Problem Questions.Implication Questions.Need-Payoff Questions.Demonstrating Capability.Increasing Your Impact.Putting It All Together.Beyond Spin.Forms and Other Tools.

From the Publisher

Strategies and tools that guarantee big-ticket sales!

Neil Rackham''s national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

From the Jacket

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

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

From Our Editors

Rich with 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 this research-based sales method. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling strengths and identify areas for improvement. Illustrations.