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

Neil Rackham (Author)

Book Description

Publication Date: June 1, 1996 | ISBN-10: 0070522359 | ISBN-13: 978-0070522350 | Edition: 1

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.

Editorial Reviews

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

Product Details

• Paperback: 208 pages
• Publisher: McGraw-Hill; 1 edition (June 1, 1996)
• Language: English
• ISBN-10: 0070522359
• ISBN-13: 978-0070522350
• Product Dimensions: 7.5 x 0.6 x 9.2 inches
• Shipping Weight: 12.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (36 customer reviews)
• Amazon Best Sellers Rank: #14,512 in Books (See Top 100 in Books)
  • #31 in Books > Business & Investing > Marketing & Sales > Advertising
  • #50 in Books > Business & Investing > Marketing & Sales > Sales & Selling
  • #87 in Books > Business & Investing > Accounting

More About the Author

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Most Helpful Customer Reviews

42 of 42 people found the following review helpful

5.0 out of 5 stars Excellent planning tool for complex service sales. January 30, 1998

By A Customer

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.

26 of 26 people found the following review helpful

5.0 out of 5 stars Great Book September 29, 2002

By Damon

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.

30 of 32 people found the following review helpful

5.0 out of 5 stars one of the best books ever about the sales process June 24, 1999

By A Customer

Format:Paperback

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.