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.

Product Details

• Amazon Sales Rank: #72116 in Books
• Published on: 1996-06-01
• Original language: English
• Number of items: 1
• Binding: Paperback
• 208 pages

From the Back Cover

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

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Customer Reviews

An excellent investment for any serious sales professional
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.

Excellent planning tool for complex service sales.
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.

Give people what that WANT then they will sell themselves!
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!