The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources / Edition 1

The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources / Edition 1

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by Neil Rackham
     
 

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ISBN-10: 0070522359

ISBN-13: 9780070522350

Pub. Date: 06/01/1996

Publisher: McGraw-Hill Professional Publishing

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

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 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 action immediately. 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.

Product Details

ISBN-13:
9780070522350
Publisher:
McGraw-Hill Professional Publishing
Publication date:
06/01/1996
Edition description:
List
Pages:
224
Sales rank:
141,434
Product dimensions:
7.40(w) x 9.40(h) x 0.60(d)

Table of Contents

This Book.
The SPIN Model.
Check It Out.
Putting Spin in Context.
Putting Spin to Work.
Buyer Needs.
Situation Questions.
Problem Questions.
Implication Questions.
Need-Payoff Questions.
Demonstrating Capability.
Increasing Your Impact.
Putting It All Together.
Beyond Spin.
Forms and Other Tools.

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Spin Selling Fieldbook 5 out of 5 based on 0 ratings. 2 reviews.
Anonymous More than 1 year ago
If you want to take your training to the next level then you should get this book. It has great exercises and thought provoking tolls that assist a person in the field.
Guest More than 1 year ago
The SPIN Selling Field Book is a seminar on how to stop talking and to start asking the right questions and listening. This is a hard to develop skill and Rackhan gives you the step by step to do it for your business, service or product. Getting to the I and N questions of implication and neeed-payoff is time well spent; these are the questions all CXO's ask and now you are in their world.