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

*The SPIN Selling Fieldbook* has been an incredibly valuable resource for my work! As a required study book, it provides clear, actionable strategies for improving sales techniques. The SPIN (Situation, Problem, Implication, Need-Payoff) method is easy to understand and apply in real-world scenarios, and the fieldbook format makes it interactive and engaging. I’ve already noticed improvements in my approach to sales conversations, and the exercises help reinforce key concepts. A must-read for anyone looking to refine their selling skills!

Valuable

One of the best sales books ever written. I'm an individual life insurance salesman. This book specializes in what to say to the client when you're in the presentation stage. Also you can use the same technique to get the appointment. You cannot go wrong with this, whether you're in retail or corporate sales, this book not only teaches you how to sell, but it also teaches you a technique that you will always use through your life, especially when you want to convince others to take the action you want. Get it now don't hesitate a bit. The difference between this and SPIN selling, is that this has many more practical examples for questions, plus its has a high/low risk stages of when to ask questions, in addition, it expands the Need-Payoff questions to work more for you. GET IT NOW. To complete the picture, get Smart Calling by Art Sobczak.

I have the three original books by Rackham, and have worked with clients who adopted SPIN and account management principles as set out by Huthwaite. This book is a good summary of the original and a useful handbook to supplement the system(s) I would suggest anyone new to SPIN that they get the original to fully understand the system and then use this version.

You first have to read the original book, for this field book to truly shine. Spin selling is an amazing system that can be applied to selling more of your products and services. What I like most about Spin selling, is how it applies to larger sales and higher priced ticket items. The methods and spin question sequences really flow well together. If you read the original book and then read and finish the field book, your idea of how sales are made will be changed for good. You can apply the spin formula and questions to so many selling situations. By asking spin questions your are indirectly persuading your prospects and leading them down the sales slope in a way that does not seem too aggressive. I enjoyed reading both the original book and the field book. All sales professionals should read them and use them while trying to get a sale!

If you are in Sales at any level, you should read this simple book, and use this "Fieldbook" as a guide. SPIN Selling is an easily outlined way to execute your sales process, whatever the product or service. I have had several sales teams (products and services, various buying cycles, and all ranges of dollar value) read this book, since introduced, and becoming SPIN Certified years ago. Having each team read SPIN Selling, going through it with them in weekly meetings, utilizing the guidebook, and repeating review of the simple process, has proven to be successful time and time again. -P

The reality of the spin method is that it takes planning to develop the questions, therefore you'll want to spend lots of time with the exercises inside. Over years of practice, you'll eventually understand how to ask questions that help motivate people to buy, rather than close everyone we have a meeting with. That's the core concept at work in spin. Motivating a person to solve a problem through the use of formulated questioning, the acronym spin. People buy for their own reasons, these questions bring to the surface the motivators behind a purchasing decision.

I bought this for a sales course for college. The book was great and has useful information the only issue I had was it didn’t include the last chapter in the book. I bought it new as well.

Excelente libro sobre conceptos clave para cualquier tipo de venta, de manera sencilla y clara explica la forma de mejorar la efectividad del proceso de ventas

Si te gusta SPIN, haz lo ejercicios de este libro para que puedas dominar la técnica

Excellent guide of how to implement spin selling this is good to get along side the actual book.

I can't say enough good about this book. If you're into smarmy, high pressure sales this is NOT the book for you. This method is based on what a customer actually needs not what you want to sell them. This might sound like an oxymoron but I'm a engineering consultant who sometimes/often gets too focused on coming up with the perfect solution to a problem and not paying enough attention to moving my client along the happy sales path where the client really feels great at the end of the process. The checklists and tips in this book force me to remember to client's perspective of the process. If that doesn't make sense, think of it this way ... a happy client is actually happier with a mediocre solution than is an ambivalent client with the perfect solution, so why not make your client happy while giving them the perfect solution to their problem. If none of the above makes sense to you, just ignore my review and buy the book anyway. And no, I'm not the author, nor the publisher, nor a relative of the author or the publisher.

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.