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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Paperback – Jun 22 1996

4.9 out of 5 stars 9 customer reviews

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  • The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
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Product Details

  • Paperback: 224 pages
  • Publisher: McGraw-Hill Education; 1 edition (June 22 1996)
  • Language: English
  • ISBN-10: 0070522359
  • ISBN-13: 978-0070522350
  • Product Dimensions: 18.8 x 1.5 x 23.9 cm
  • Shipping Weight: 363 g
  • Average Customer Review: 4.9 out of 5 stars 9 customer reviews
  • Amazon Bestsellers Rank: #54,103 in Books (See Top 100 in Books)
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Product Description

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


Inside This Book

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Top Customer Reviews

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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.
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Format: Paperback
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.
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Format: Paperback
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.
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Format: Paperback
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.
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Format: Paperback
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!
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