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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
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Paperback, 208 pages
Published June 22nd 1996 by McGraw-Hill Companies (first published June 1st 1996)
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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

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

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

Supporting

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

Planning may be the most important time utilized

Situation
--Data gathering quest
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Christine
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
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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
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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:
http://www.mindmeister.com/433388460/...
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
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Jamon
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.
Kristen
Mar 29, 2008 Kristen rated it it was amazing
Takes the SPIN sales model one and puts it into action.
Twinsenwu
Mar 02, 2009 Twinsenwu rated it liked it
Shelves: sales
Working with this field book is fun
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Author of the Spin Selling. Find out more about Spin Selling at http://www.huthwaite.co.uk/training-s...
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