The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Paperback – Jun 22 1996
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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
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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Top Customer Reviews
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.
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.
Most recent customer reviews
It is a great book and any person in sales & marketing must read it again & againPublished 17 months ago by Jamil Ahmed
A very clear book applying SPIN Selling techniques. No fluff, no extraneous threads leading you away from the primary focus. Read morePublished on March 4 2003
It's good, but I liked Levine's Guerila PR: Wired better. Liked the jokes and stuff.Published on Aug. 24 2002
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