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The SPIN Selling Fieldbook | 
 enlarge | Author: Neil Rackham
Publisher: McGraw-Hill
Category: Book
List Price: $24.95
Buy Used: $2.36
You Save: $22.59 (91%)
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Rating:  20 reviews
Sales Rank: 68005
Media: Paperback
Edition: 1
Pages: 208
Number Of Items: 1
Shipping Weight (lbs): 0.8
Dimensions (in): 9.1 x 7.2 x 0.6
ISBN: 0070522359
Dewey Decimal Number: 658.85
EAN: 9780070522350
ASIN: 0070522359
Publication Date: June 1, 1996
Availability: Usually ships in 1-2 business days
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Product Description
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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| Customer Reviews: Read 15 more reviews...
 Practical, easy on paper... harder in practice though November 13, 2008
Joe (San Salvador, El Salvador)
Selling is not easy, specially "the major sale"... this book gives you a real start point after reading the SPIN Selling book (must read first).
The only reason I'm giving it 4 instead of 5 stars is the presentation of the paperback version. Fieldbooks should only be hardcover, mine is all bent and dirty now, only because i'm using it the way it is supposed to be used.
This book will help you determine how serious you are about achieving sales success December 21, 2007
Mike (San Jose, CA)
4 out of 4 found this 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.
The Ultimate Step-by-Step Selling Guide June 25, 2007
Joe Heller (Houston, TX USA)
I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy.
There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.
Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services.
The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook."
It is an invaluable resource that any salesperson or sales executive should have in their personal library.
Joe Heller, Trust Cycle Selling
Better than the standard Spin Selling Book June 9, 2007
Richard Wilson (Cambridge, MA)
This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.
Practice makes perfect. November 13, 2006
Jaime Manrique (Colombia)
1 out of 1 found this review helpful
Usually is not enough to read a book to have the knowledge, you need to practice, and that is what this book helps to, giving you ideas on how to put SPIN method into practice.
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