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The SPIN Selling Fieldbook

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The SPIN Selling Fieldbook

(25 customer reviews)

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Strategies and tools that guarantee big-ticket sales!
Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

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Product Details

Author:	Neil Rackham
Paperback:	208 pages
Publisher:	McGraw-Hill
Publication Date:	June 01, 1996
Language:	English
ISBN:	0070522359
Package Length:	9.1 inches
Package Width:	7.4 inches
Package Height:	0.6 inches
Package Weight:	0.95 pounds
Average Customer Rating:	based on 25 reviews

Features

ISBN13: 9780070522350
Condition: New
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Customer Reviews

Average Customer Review: 4.5

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the perfect compliment after you've read the "SPIN Selling" book Jul 04, 2010
if you have not read "Spin Selling", and you're selling anything that cost more than 20.00 for a living... then you are simply wasting your time until you've read "SPIN Selling"... -you will not be disappointed!

0 of 1 found the following review helpful:

Good Supportive Aid Feb 15, 2010
The SPIN Selling Fieldbook is a good resource offering exercises, tools and strategies for more deeply learning, implementing and thus mastering the SPIN Selling methodology.

It covers more briefly the content of the book SPIN Selling and in that way is an adjunct to rather than a replacement for SPIN Selling the book.

The book is designed to ask questions and have you do exercises that will bring the SPIN Selling process into alignement with your own personal selling experience. If you're willing to do the work, this is a good thing.

The best Aug 24, 2009
Everyone in training or management should own this book. The best material with a great deal of good ideas and tools. If you are intending to buy one book on the topic this is it.

Valuable Strategies to Revolutionize Your Selling Skills Feb 01, 2009
I found this self-titled "fieldbook" to be quite valuable as far as it goes.

The book is slight, at 200 pages, with lots of checklists, cartoons, etc.
And though the info is really good, it seems like an elaboration would have been quite helpful.

Having said that, this is my intro to SPIN Selling and perhaps the books MUST be read in sequence? I imagine so...

In any regard, the ICE formula and the S-P-I-N techniques proposed here SHOULD improve all but the best salesperson's results. Even though I've sold books door-to-door, I know they'll improve mine!

This is really advanced selling and will be a big improvement for most new, and even experienced, salespeople. Even if it feels strange at first, stick with it and it will pay dividends.

And if you haven't read either book yet, by all means, start with SPIN Selling first.

What you need to win Dec 30, 2008
The SPIN Selling Fieldbook
There is plenty to read in sales systems. There is not enough to read on how exactly to ask questions as required by all consultative sales systems. This book comes to fill this gap by providing an easy to use fieldbook for the professional who embraces the new consultative selling approach.