Goodreads helps you keep track of books you want to read.
Start by marking “The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources” as Want to Read:
The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Enlarge cover
Rate this book
Clear rating
Open Preview

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

4.03  ·  Rating Details ·  204 Ratings  ·  9 Reviews
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 th
Paperback, 208 pages
Published June 22nd 1996 by McGraw-Hill Companies (first published June 1st 1996)
More Details... edit details

Friend Reviews

To see what your friends thought of this book, please sign up.

Reader Q&A

To ask other readers questions about The S.P.I.N. Selling Fieldbook, please sign up.

Be the first to ask a question about The S.P.I.N. Selling Fieldbook

Community Reviews

(showing 1-30 of 562)
filter  |  sort: default (?)  |  Rating Details
Jered Skousen
Sep 20, 2008 Jered Skousen rated it it was amazing
SPIN Selling—Clint Biggs Presentation 5/15/06

Selling is Selling—a good person can sell anything. FALSE
Large vs. small sells. Warm vs. cold markets. Technical vs. close sales

State the agenda
State your value to the customer
Set limits
Check for acceptance

Reveal customer wants, desires and needs
MUST probe to properly set up demo


Action items for both people (make sure they are still engaged)

Planning may be the most important time utilized

--Data gathering quest
Dec 20, 2009 Christine rated it really liked it
Shelves: business-books
i suggest either buying the SPIN selling book - OR this Field Book - but not both... they are basically the same thing, except this book has worksheets and is more "concise" - which appealed more to my taste & lack of time. i liked the charts, work lists, and chapter bullets in this book.

for the most part, i think SPIN selling is a great asset to any sales person, however the one aspect i do NOT like about SPIN selling is "leading" your client to say that your product/services/etc. is exactl
Daniel Taylor
Jan 28, 2013 Daniel Taylor rated it really liked it
Shelves: reference, business, sales
The aim of this book is to take the general ideas of SPIN selling and give you the tools you need to personalise the the process to your needs.

The book guides you through the four stages of a sales call - opening, investigating, demonstrating capability, obtaining commitment – and at each stage it drills down with guidance on how you can be most effective.

What I like most about this book is that it's not formulaic. It's a system that you adapt. The SPIN forms help you do this.

Given that one-half
David Bradley
Apr 04, 2015 David Bradley rated it it was amazing
Excellent interactive guide to getting sales right. It's straight to the point. Note, I didn't read the actual book yet, so I'm not sure how it compares, but I imagine if you're serious about sales, you'll take a look at both, take notes, and revisit the exercises.

Actually do the exercises and test yourself. It pays off. SPIN works.

Created a MindMap on it here:
Dmitry Kuriakov
Dec 05, 2015 Dmitry Kuriakov rated it liked it
Вторая книга Нила Рекхэма «СПИН-продажи. Практическое руководство», это книга для тех, кто не до конца понял его первую и основную книгу или для тех, кто хочет более глубоко окунутся в метод СПИН. Собственно только на этих людей и ориентирована, как мне кажется, эта книга, т.к. ничего нового, сильно отличающего от его первой книги, в ней нет (в отличие от 3 и 4 части четырехтомника).
Единственное что мне показалось, заслуживает интерес, это более лучшее объяснение типов вопросов.

Всё последующее я
Nov 10, 2008 Jamon rated it it was amazing
Shelves: business
Great book on sales, I wish I had read this before my mission, and in gneral, I used the principles on having the customer create the need for the product in question with my own son the other day. Very good book.
James Wooden
Dec 14, 2011 James Wooden rated it really liked it
Shelves: work-books
This is very useful in the complex technical sale.
Mar 29, 2008 Kristen rated it it was amazing
Takes the SPIN sales model one and puts it into action.
Mar 02, 2009 Twinsenwu rated it liked it
Shelves: sales
Working with this field book is fun
Sudarsan Gp
Sudarsan Gp rated it it was amazing
Sep 27, 2016
Gary rated it really liked it
Sep 27, 2016
Jurgen Dhaese
Jurgen Dhaese marked it as to-read
Sep 26, 2016
Waltter Montteiro
Waltter Montteiro marked it as to-read
Sep 20, 2016
Genco Ilgin
Genco Ilgin marked it as to-read
Sep 19, 2016
Thomas Meyers
Thomas Meyers rated it it was amazing
Sep 14, 2016
Daan marked it as to-read
Sep 14, 2016
Marie Chantale
Marie Chantale rated it liked it
Sep 09, 2016
Central Beat
Central Beat marked it as to-read
Sep 08, 2016
Po Hsiang Yang
Po Hsiang Yang marked it as to-read
Sep 07, 2016
Ahmad El Sayegh
Ahmad El Sayegh rated it it was amazing
Sep 02, 2016
BookDB marked it as to-read
Aug 28, 2016
Drew rated it it was amazing
Aug 25, 2016
Marc Arbones-Areste
Marc Arbones-Areste marked it as to-read
Aug 22, 2016
Laxminarayan marked it as to-read
Aug 17, 2016
Anand rated it liked it
Aug 16, 2016
David Hinnebusch
David Hinnebusch marked it as to-read
Aug 11, 2016
Sumit Kant
Sumit Kant marked it as to-read
Aug 11, 2016
Andrew McFarlane
Andrew McFarlane rated it really liked it
Aug 03, 2016
« previous 1 3 4 5 6 7 8 9 18 19 next »
There are no discussion topics on this book yet. Be the first to start one »
  • The Ultimate Marketing Plan: Find Your Hook. Communicate Your Message. Make Your Mark.
  • Selling to Vito (the Very Important Top Officer)
  • The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
  • SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
  • Rubies in the Orchard: How to Uncover the Hidden Gems in Your Business
  • Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
  • Awesomely Simple: Essential Business Strategies for Turning Ideas Into Action
  • Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople
  • Google Speaks: Secrets of the Worlds Greatest Billionaire Entrepreneurs, Sergey Brin and Larry Page
  • Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation
  • The Great Game of Business: Unlocking the Power and Profitability of Open-Book Management
  • Smart Trust: How People, Companies, and Countries Are Prospering from High Trust in a Low Trust World
  • Twitterville: How Businesses Can Thrive in the New Global Neighborhoods
  • The One Minute Sales Person: The Quickest Way to Sell People on Yourself, Your Services, Products, or Ideas--at Work and in Life
  • You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for Successful Selling
  • Gotcha Capitalism: How Hidden Fees Rip You Off Every Day-and What You Can Do About It
  • Public Speaking and Influencing Men in Business  (From the author of 'How to Win Friends & Influence People')
  • Primal Branding: Create Zealots for Your Brand, Your Company, and Your Future
Author of the Spin Selling. Find out more about Spin Selling at
More about Neil Rackham...

Share This Book