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

by Neil Rackham

Book Overview

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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0070522359
• Release Date: June 1996
• Publisher: McGraw Hill
• Length: 208 Pages
• Weight: 0.90 lbs.
• Dimensions: 9.2" x 0.6" x 7.5"

Customer Reviews

Here is one path breaking book with a totally new concepts !!

I have always belived that Ziglars & Hopkins are not effective in Industrial marketing. There are very few books available in Industrial selling or B to B selling & still very few books with some kind of research as a backing on what is written in the book. Here is one path breaking book with a totally new concepts & approach. I think its worth investing in this book. The concept written in the book are backed by RESEARCH. This book will change your view about questioning (open & closed). I would also recommend The SPIN Selling Fieldbook (sequel to Spin Selling). Field book reinforces the concept you learn in SPIN SELLING. I like this book because for the first time somebody has differentiated between one time selling & repeat selling (industrial marketing is infact repeat selling). I also recommend two books Conceptual Selling & Strategic Selling written by Stephen E. Heiman. & Let's get Real by Mahan Khalsa

one of the best books ever about the sales process

This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.

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!