The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (MARKETING/SALES/ADV & PROMO)
£20.30£24.70 (-18%)
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 the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:
- 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
Written by the pioneering author of the original bestseller, SPIN Selling, this 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.
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Additional information
| Publisher | First Edition (31 July 1996), McGraw Hill |
|---|---|
| Language | English |
| Paperback | 224 pages |
| ISBN-10 | 9780070522350 |
| ISBN-13 | 978-0070522350 |
| Dimensions | 19.05 x 1.52 x 23.37 cm |
by Amazon Customer
Swift delivery. Item as described. Interesting reading.
by Chris Downing
There’s a lot in this book. It takes you back to the basics of persuasion and ‘workbooks’ you through an evaluation process of what you should be asking and listening to in a sales process. In my opinion this book is the best thing next to actually paying a lot to go on one of their 2 day courses. As one of the SPIN course managers said, “We should have never written this book – it’s too good.” Surround what you learn in this book with techniques to generate solid business relationships, learn and practice presentation skills like it’s an olypic sport – and then you are well on your way to being in the top 10% of business earners.
by Robert Gamgee
A must read book for anyone going into sales
by Gcrikey
trying to implement a new sales methodology can be quite daunting. this book gives you the tools and exercises to do this. spin selling will help you sell better, by adding this book to your arsenal will speed up the process.
by Ian C. Layzell
Excellent method but very complicated to put into practice,
by AGR Ward
Made me really think about selling from the problem of the buyer point of view. The practical advice works, because it makes you work it.
by R.egae88
this book is actually hard work. you actually have to think and engage the brain and try the exercises. it is not a gentle bed time reading, For those new to selling, it opens the mind. i now understand why i have never been very good at selling and why selling has made me feel very uncomfortable. . I haven’t completed the book yet however, when i have put what i have learnt so far in practice, i have gotten better results. Can’t wait to finish it. i would say allow yourself a good 6 months of practising the S.P.I.N selling techniques then make a reasssessment of yourself.
by Sun
Decent read, some applicable concepts, nothing really refreshing, a bit samey as other sales books despite reviews.