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

by Neil Rackham
4.6 out of 5 stars  See all reviews (43 customer reviews)

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Book Description

June 1, 1996 0070522359 978-0070522350 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.

Frequently Bought Together

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources + SPIN Selling
Price for both: $38.55

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  • SPIN Selling $18.08

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: 9.1 x 7.4 x 0.7 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (43 customer reviews)
  • Amazon Best Sellers Rank: #4,420 in Books (See Top 100 in Books)

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.

Customer Reviews

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
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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26 of 26 people found the following review helpful
5.0 out of 5 stars Great Book September 29, 2002
By Damon
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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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
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.
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24 of 25 people found the following review helpful
By A Customer
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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40 of 46 people found the following review helpful
3.0 out of 5 stars Nice book, but too easy after reading SPIN Selling August 8, 2006
I bought this book together with SPIN Selling. I read the Fieldbook after reading SPIN Selling. If you've already read SPIN Selling, this book is not going to tell you much new things.

If you would read the Fieldbook instead of SPIN Selling, then I think the Fieldbook is not thorough enough, at least if you compare it to SPIN Selling.

In general I think the audience of this book is perhaps college students, or clever highschool students, but not really experienced salespeople. Maybe that's also because of the cartoons every now and then which make the book look like it's meant for younger people.

What I expected when I bought both books was that the Fieldbook offerd some transcriptions of salescalls, and an explanation of why certain aspects are wrong and how this could be improved using SPIN Selling. This was not really the case, it was more like a simple summary of SPIN Selling. So not really the Fieldbook I expected.

Anyway, the book is not bad, but I would not recommend to buy both SPIN Selling and the Fieldbook together. Also, if you're a serious and experienced salesperson I would recommend SPIN Selling. If you're new to sales or if you're still in college, I would recommend the Fieldbook.
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8 of 8 people found the following review helpful
This book is a 206 page powerhouse, but I want to direct you to pages 50 and 51:

"The Good News"...

"The good news is that the Spin model has proved to be a versatile sales tool, works across cultures, applies across industries, is equally applicable to selling services or products."

"The Bad News"...

"Our one million users would tell you in one voice: It's a lot harder than it seems. SPIN isn't a magic pill that you can take and turn yourself into an instant sales success. It's hard work. One of the immutable laws of business is that there's always a link between risk and reward. The more rewarding the outcome, the tougher it is to obtain. If SPIN questions were simple and automatic, then everyone would be using them already, and there would be no competitive advantage from the model. "

So there you have it. You will not only have to learn the basic principles of SPIN (Situation - Problem - Implication - Need Payoff), you will also have to personalize these principles into a game plan for each prospect, current customer, former customer...

...and in doing so you will be ahead of the curve. You'll be far down the road from the people who are still fumbling around for a "simple and automatic" approach. You will find few books on sales that are as honest as this one. Author Neil Rackham hands you a powerful set of tools, but make no mistake about it: your success will come entirely from what you choose to do with them. VERY highly recommended.
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6 of 6 people found the following review helpful
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
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Most Recent Customer Reviews
4.0 out of 5 stars Spin Selling
A slightly different way of selling. I would recommend to all professionals to learn more. No one gets a 5 Star.
Published 5 days ago by Forbud
4.0 out of 5 stars An excellent tool for sales professionals
I interviewed for sales job in Chicago and this is the main book they recommended. Every sales professional should have a copy of this book to help make more sales.
Published 1 month ago by D. Kaiser
5.0 out of 5 stars a foundation to build from
The reality of the spin method is that it takes planning to develop the questions, therefore you'll want to spend lots of time with the exercises inside. Read more
Published 1 month ago by Matthew Geiger
5.0 out of 5 stars you want to read this book
Great book if you would like something that is emediately hands on and not just theory. A lot of cases and also makes you do the work for yourself!
Published 2 months ago by Igor
1.0 out of 5 stars Book was in good condition but horrible read
Horrible read. It's not really a negotiations book and frankly it's a waste of time for anyone to read this
Published 2 months ago by a j
4.0 out of 5 stars Interesting
The version of Spin Selling is quite good. My only wish would be more examples of wording in each section. I have listened to the whole program three times while driving... Read more
Published 7 months ago by Sophia Eddy
5.0 out of 5 stars I love it!
Delivery was timely.

Content of book offers a good perspective to marketing/selling/success. Read more
Published 9 months ago by Fatimata N'Diaye
5.0 out of 5 stars This book is better than expected
The book is even better than the description on the webpage. It is a huge bargain for less than $5.
Published 11 months ago by Zhuo Li
5.0 out of 5 stars Outstanding!
I am a realtor. This book was chock full of wise theories of how to work as a consultant to help clients decision making process. Read more
Published 13 months ago by Rick
5.0 out of 5 stars Wow!!
I learned so much from this book, it's amazing. It's not your normal how to, feel good book. It actually has lots of wonderful worksheets, ideas, and activities to help you... Read more
Published 13 months ago by Jonathan Blackham
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