Order now and we'll deliver when available. See all 2016 winners Order now and we'll deliver when available. We'll e-mail you with an estimated delivery date as soon as we have more information. Your account will only be charged when we ship the item.DetailsThe SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources FREE Shipping on orders over $25. Abridged edition (May 26, 2000) 6.4 x 14.2 x 5.3 inches Shipping Weight: 6.4 ounces (View shipping rates and policies) #163,507 in Books (See Top 100 in Books) in Books > Books on CD > Business > Sales in Books > Books on CD > Business > Career in Books > Books on CD > Business > Management See all 301 customer reviews See all 301 customer reviews (newest first) Love the details and examples in this book. This is THE book to read on selling. Simple, yet powerful read. This is a good book but I believe has been surpassed by The challenger sale and Solution selling the STRONGMAN process.

I love this book - I used it in all of my sales training with every new hire sales class I deliver. Wish there were specific examples that tied more directly to our industry. I have more review of books at my blog [...]"In business you’re always selling – to your prospects, investors and employees. Item was exactly what was expected. Way over the top analytical!! If you are in Sales at any level, you should read this simple book. SPIN Selling is an easily outlined way to execute your sales process, whatever the product or service. The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources Little Red Book of Selling: 12.5 Principles of Sales Greatness The Challenger Sale: Taking Control of the Customer Conversation Secrets of Closing the Sale The international bestseller that revolutionized high-end selling Written by Neil Rackham, former president and founder of Huthwaite corporation, "SPIN Selling" is essential reading for anyone involved in selling or managing a sales force.

Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. Garage Floor Paint NzIn "SPIN Selling," Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. Wrought Iron Patio Furniture With Spring ChairsBy following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Moroccan Living Room Furniture For Sale

Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales but fail in larger ones?" You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - "SPIN Selling" is the million-dollar key to understanding and producing record-breaking high-end sales performance. Number Of Pages: 197 Publisher: McGraw-Hill Education - Europe Country of Publication: US Dimensions (cm): 23.5 x 15.9 This product is categorised by: Why is ISBN important? 247 used & new fromDetailsSPIN Selling FREE Shipping on orders over $25. DetailsThe Challenger Sale: Taking Control of the Customer Conversation FREE Shipping on orders over $25. Start reading The SPIN Selling Fieldbook on your Kindle in under a minute.

1 edition (June 22, 1996) 7.4 x 0.6 x 9.4 inches Shipping Weight: 12 ounces (View shipping rates and policies) #26,035 in Books (See Top 100 in Books) in Books > Textbooks > Business & Finance > Sales in Books > Business & Money > Marketing & Sales > Advertising in Books > Textbooks > Business & Finance > Marketing See all 82 customer reviews See all 82 customer reviews (newest first) Number 1 book on how to sell your specific product or service, as you complete exercises that are relevant to you! If you are in Sales at any level, you should read this simple book, and use this "Fieldbook" as a guide. Book was what I wanted and in good shape.The exercises and examples are easy to follow which helped me to better understand how to put this methodology to work. Useful book if you want to apply the SPIN theory, it would be great if its updated to cover new fresh examples from today's​ business enviroment Great for any sales library!

Actually a fascinating book, though I had to read it for school. Anyone who works in a profession where they might have to work with someone else or convince another person to do... I found it to be pretty insightful This book is very helpful and down to Earth. It simply introduces the concepts of the SPIN selling, gives you a lot of examples, then guides you on how to implement to concepts. To Sell Is Human: The Surprising Truth About Moving Others See and discover other items: savings account How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours.