The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
- 2h 22m
- Neil Rackham
- McGraw-Hill
- 1996
It’s the method that has revolutionized big ticket sales in the United States and globally…
It’s the method that today is being used by one-half of all Fortune 500 companies to train their sales forces…
It’s SPIN Selling—and here’s the interactive, hands-on Fieldbook that provides the practical tools you need to put this revolutionary method into action…immediately.
Written by the pioneering author of the original bestseller, SPIN Selling, this eagerly awaited new 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. Learn from:
- 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
About the Author
Neil Rackham is the founder and president of Huthwaite, Inc., a leading sales consulting, training, and research firm. His book SPIN Selling has sold more than 150,000 copies. Mr. Rackham is recognized as a pioneer in sales force effectiveness and success, and is widely credited with bringing research and analytical methods to the field of sales force improvement.
In this Book
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Using the SPIN® Fieldbook
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Instant SPIN® Model
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Check It Out!
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Four Stages of a Sales Call
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Putting SPIN® to Work
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Focusing on Buyer Needs
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Situation Questions
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Problem Questions
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Implication Question
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Need-payoff Questions
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Demonstrating Capability
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Sharpening Your Skills
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Getting Help and Helping Others
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SPIN® Forms
