Strategies and tools that guarantee big-ticket
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.