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

Paperback | June 22, 1996

byNeil Rackham

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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.

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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. Illustr...

From the Publisher

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...

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...

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

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Format:PaperbackDimensions:208 pages, 9.4 × 7.4 × 0.6 inPublished:June 22, 1996Publisher:McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10:0070522359

ISBN - 13:9780070522350

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

Extra Content

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.