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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources 1st Edition

by Neil Rackham (Author)
4.6 4.6 out of 5 stars 501 ratings
See all formats and editions
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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.

Read more Read less
Previous page
  1. ISBN-10
    9780070522350
  2. ISBN-13
    978-0070522350
  3. Edition
    1st
  4. Publisher
    McGraw Hill
  5. Publication date
    June 22, 1996
  6. Part of series
    MARKETING/SALES/ADV & PROMO
  7. Language
    English
  8. Dimensions
    7.5 x 0.6 x 9.2 inches
  9. Print length
    208 pages
  10. See all details
Next page
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Editorial Reviews

From the Back Cover

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.

About the Author

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Product details

  • ASIN ‏ : ‎ 0070522359
  • Publisher ‏ : ‎ McGraw Hill; 1st edition (June 22, 1996)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 208 pages
  • ISBN-10 ‏ : ‎ 9780070522350
  • ISBN-13 ‏ : ‎ 978-0070522350
  • Item Weight ‏ : ‎ 13.2 ounces
  • Dimensions ‏ : ‎ 7.5 x 0.6 x 9.2 inches
  • Customer Reviews:
    4.6 4.6 out of 5 stars 501 ratings

About the author

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Neil Rackham

Neil Rackham

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Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Photo by Webstrategies (Own work) [CC BY-SA 4.0 (http://creativecommons.org/licenses/by-sa/4.0)], via Wikimedia Commons.

Customer reviews

4.6 out of 5 stars
4.6 out of 5
501 global ratings
Didn’t include last chapter in book
3 Stars
Didn’t include last chapter in book
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.
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Top reviews from the United States

Good Read!
5.0 out of 5 stars Great Tool To Use With The Original Book
Reviewed in the United States on September 19, 2019
Verified Purchase
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!
4 people found this helpful
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Mazahreh
5.0 out of 5 stars Nothing comes close
Reviewed in the United States on September 13, 2010
Verified Purchase
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.
One person found this helpful
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619PM
5.0 out of 5 stars SPIN..If You Are In Sales At Any Level....
Reviewed in the United States on August 17, 2016
Verified Purchase
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
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ArthurW
4.0 out of 5 stars A Good Supplement/Handbook to the Original Books
Reviewed in the United States on April 30, 2019
Verified Purchase
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.
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guy named Guy
5.0 out of 5 stars Thumbs up
Reviewed in the United States on September 4, 2022
Verified Purchase
Helpful
One person found this helpful
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Amazon Customer
5.0 out of 5 stars a foundation to build from
Reviewed in the United States on February 23, 2014
Verified Purchase
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.
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Marwan M. Wahbi
5.0 out of 5 stars A must-have for every salesperson regardless of industry or level
Reviewed in the United States on March 27, 2016
Verified Purchase
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. This textbook (Fieldbook) is a must for every salesperson regardless of industry or level. You can use the exercises and the activities according to your needs. I have used it a lot and every time I get positive results.
2 people found this helpful
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Jon
3.0 out of 5 stars Didn’t include last chapter in book
Reviewed in the United States on July 11, 2020
Verified Purchase
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.
Customer image
Jon
3.0 out of 5 stars Didn’t include last chapter in book
Reviewed in the United States on July 11, 2020
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.
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3 people found this helpful
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Top reviews from other countries

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Fer MTZ
5.0 out of 5 stars Muy buen libro de ejercicios
Reviewed in Mexico on November 22, 2020
Verified Purchase
SPIN SELLING la mejor técnica de ventas hasta ahora. El cuaderno de ejercicios para complementar la lectura del libro de Nail Rackam
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Lennon
5.0 out of 5 stars Nice seller store
Reviewed in Spain on February 12, 2021
Verified Purchase
Unfortunately the product came damaged but the seller was very attentive and solved the problem much faster than I thought, of course I recommend trusting that seller
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Dom
5.0 out of 5 stars Hört auf zu suchen. Das beste Sales Buch für Erklärungsbedürftige Produkte, was ihr findet werdet.
Reviewed in Germany on February 4, 2021
Verified Purchase
kurz und knapp: es ist im Bereich Verkauf mit Abstand das beste Buch, was ich die letzten Jahre gelesen, oder noch viel besser: durchgearbeitet habe.

Besonders amerikanische Autoren greifen in Ihren Büchern extrem auf Storytelling zurück und schinden damit unzählige Seiten. Als Leser ist so etwas ermüdend und zeitfressend. Neil Rackham bringt es bei diesem Workbook auf den Punkt und vermittelt kurz und knapp seine SPIN Sales Strategie. Zudem ist das Buch ein bisschen wie eine Hausaufgabe, die aktiv darauf auffordert gewisse Dinge zu tun. Ich habe mich noch nie so gut abgeholt gefühlt beim Lesen eines Buches wie in diesem.

Die Grundaussagen der SPIN Strategie sind im Prinzip zwei Stück:
1. Stelle dem Interessenten Fragen womit er seine Bedürfnisse offenbart, sodass du diese in der Präsentation deines Produktes gezielt ansprechen kannst
2. Lass dem Interessenten sich das Produkt selbst verkaufen, indem er sich im Verkaufsprozess schon tiefgründig mit seinen Problemen und deiner Lösung beschäftigt.

Fun Fact: ALLE Internet und Verkaufs-Gurus die aktuell durch Ihre Coachings viel Geld verdienen benutzen SPIN Selling. Teils sind Ihre Verkaufsskripte eine 1:1 Kopie von Neil Rackham.

Pro:
+ hohe Informationsdichte
+ verständlich geschrieben
+ viele Beispiele und Rollenspiele
+ es werden einem Aufgaben gestellt
+ anschauliche Schaubilder
+ eine Strategie, die auf alle erklärungsbedürftigen Produkte anwendbar ist

Contra:
- gar nichts, es stimmt einfach alles. Ich wünschte Neil Rackham würde mehr solcher Bücher schreiben. Ich würde sie ALLE kaufen.

Manche denken jetzt vielleicht, dass diese Rezession gekauft ist:
nein, ist sie nicht. Ich bin einfach nur begeistert.
4 people found this helpful
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Rupam Goswami
5.0 out of 5 stars Learn to Implement
Reviewed in India on August 26, 2020
Verified Purchase
The book helps you to implement the knowledge you have gathered after reading the text
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jaykay2279
5.0 out of 5 stars Great guide of how to put spin selling into practice.
Reviewed in Australia on March 28, 2020
Verified Purchase
Excellent guide of how to implement spin selling this is good to get along side the actual book.
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