on October 30, 2015
I can't say enough good about this book. If you're into smarmy, high pressure sales this is NOT the book for you. This method is based on what a customer actually needs not what you want to sell them. This might sound like an oxymoron but I'm a engineering consultant who sometimes/often gets too focused on coming up with the perfect solution to a problem and not paying enough attention to moving my client along the happy sales path where the client really feels great at the end of the process. The checklists and tips in this book force me to remember to client's perspective of the process.
If that doesn't make sense, think of it this way ... a happy client is actually happier with a mediocre solution than is an ambivalent client with the perfect solution, so why not make your client happy while giving them the perfect solution to their problem.
If none of the above makes sense to you, just ignore my review and buy the book anyway. And no, I'm not the author, nor the publisher, nor a relative of the author or the publisher.
on September 29, 2002
I don't sell, but I set appointments for salesmen and I've had a limited amount of success by using the techniques in this book. I admit though I'm new to the Spin Selling technique and have used it only for a month. The book shows you a way of dealing with what are commonly called "stalls" in sales terminology and how to convert those stalls into sales or moving the sale one step forward with a face to face meeting with the prospect. When I say "limited amount of succes", I mean that although I'm setting the same amount of appointments, my sales have gone up. I might have even dropped in appointments but still the sales went up. The book provides exercises through which you ask yourself questions that focus on how your product can solve your customers' needs and on questions you ask your customers to make them desire your product. You have to do all the work. There is no secret to sales and the spin selling fieldbook will give you the foundation from which you can build a career in sales.
on March 7, 2001
I have been in sales for 10 years. I have sold stocks and mutual funds, sponsorships to events, booth exhibitions and now am selling enterprise internet-based software. This Fieldguide is an AMAZING resource. It tells you ideas and notions then asks you to apply them to a specific sales situation you are currently facing.
I was sceptical at first, but have read a chapter a day and have already noticed a difference in the conversations I have with prospects and customers. I leave a call or meeting with a commitment from them to take a buying action - leading me closer to a sale. I highly recommend this book.
on January 30, 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.