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

3.97 of 5 stars 3.97  ·  rating details  ·  150 ratings  ·  8 reviews
Rich with anecdotes from sales forces at such cutting-edge companies as Motorola, AT&T, and Johnson & Johnson, this long-awaited guide first summarizes and updates the basics of this research-based sales method. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling strengths and identi ...more
Paperback, 208 pages
Published June 22nd 1996 by McGraw-Hill Companies (first published June 1st 1996)
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Community Reviews

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Jered Skousen
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
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
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
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:
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
This is very useful in the complex technical sale.
Takes the SPIN sales model one and puts it into action.
Working with this field book is fun
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Author of the Spin Selling. Find out more about Spin Selling at
More about Neil Rackham...
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