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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources: Practical Tools, Methods, Exercises, and Resources | 
 enlarge | Author: Neil Rackham
Publisher: McGraw-Hill Professional
Category: Book
List Price: £13.99
Buy New: £7.17
You Save: £6.82 (49%)
New (41) Used (19) from £4.83
Avg. Customer Rating:  7 reviews
Sales Rank: 3522
Media: Paperback
Number Of Items: 1
Pages: 208
Shipping Weight (lbs): 0.8
Dimensions (in): 9.1 x 7.2 x 0.6
ISBN: 0070522359
Dewey Decimal Number: 658.85
EAN: 9780070522350
ASIN: 0070522359
Publication Date: June 1, 1996
Availability: Usually dispatched within 1-2 business days
Shipping: International shipping available
Condition: Brand New. Shipped from UK Mainland. Delivery is usually 3 - 4 working days from order by Royal Mail, International Delivery is by Airmail.
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| Customer Reviews: Read 2 more reviews...
 Try it August 12, 2005
1 out of 3 found this review helpful
I have read half of the book and I found it very interesting. I do not have selling experience but have read many book about selling. It seems that Rackham has really been working on his book. comparing to other material I have seen this is the best one. so far.
 One of the Best June 22, 2005
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.
Sales success starts with SPIN May 21, 2005
2 out of 2 found this review helpful
I fell into Sales quite by accident and have never had any real training. This book is a completely refreshing approach and teaches you that most people sell products/services by talking about features and benefits, without actually establishing the customer's real needs first. This book will teach you how to listen to your customer and establish their needs, through a series of Sales linked questions (Situation/Problem/ Imlication/Needs-based). Once you get your head around the process it is a real eye opener and quite simple to use. Through your questioning you basically try to establish the needs of the customer, identify any problems they have, discuss the implications of those problems (eg. in wasted time or monetary terms) and then create the desire for your product to resolve their issues. After all "features" don't sell a product but "benefits" do!
An excellent investment for any serious sales professional November 23, 2000
36 out of 36 found this review helpful
Having read and absorbed many sales texts, I feel able to say that as a supplement to spin selling, or as a stand alone guide this book should be integral to any sales professional's training path. If your tired of cold, shallow, intimidating, awkward and often self degrading sales tactics, this will be one of the best breaths of fresh air you ever take, and there are exercises and worksheets so you can work on your skills and practise taking take that breath regularly. Blindingly simple techniques that are ruthlessly effective and incredibly positive, and when used competently, create an environment in which you don't sell, but rather solve problems, creating a win win situation in which the buyers feel better. I have to say that I now get regular compliments on my technique from prospects. and both me and my clients actually enjoy my sales call's now. Of course, you won't close everyone....but if you want more, higher value, willing and satisfied clients, then you should take this book and read it regulalry.
one of the best books ever about the sales process June 25, 1999
4 out of 5 found this review helpful
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
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