The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

by Rackham, Neil

• ISBN13: 9780070522350
• ISBN10: 0070522359
• eBook ISBN(s): 9780071368827
• Edition: 1st
• Format: Paperback
• Copyright: 1996-06-22
• Publisher: McGraw Hill
• More Book Details

Summary

Strategies and tools that guarantee big-ticket sales!Neil Rackham's national bestsellerSPIN Sellingrevolutionized high-end selling. Now,The SPIN Selling Fieldbookshows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPINreg; questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, theFieldbookprovides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

Table of Contents

This Book.The SPIN Model.Check It Out.Putting Spin in Context.Putting Spin to Work.Buyer Needs.Situation Questions.Problem Questions.Implication Questions.Need-Payoff Questions.Demonstrating Capability.Increasing Your Impact.Putting It All Together.Beyond Spin.Forms and Other Tools.