Review: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
January 29th, 2011 Filed under: Business Sales Training — Negotiation Author
The Lowest Price we could find is $24.95 $1.89
Strategies and tools that guarantee big-ticket sales!
Neil Rackham’s national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows 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 SPIN 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, the Fieldbook provides 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.
Review:
This book is a 206 page powerhouse, but I want to direct you to pages 50 and 51:
“The Good News”…
“The good news is that the Spin model has proved to be a versatile sales tool, works across cultures, applies across industries, is equally applicable to selling services or products.”
“The Bad News”…
“Our one million users would tell you in one voice: It’s a lot harder than it seems. SPIN isn’t a magic pill that you can take and turn yourself into an instant sales success. It’s hard work. One of the immutable laws of business is that there’s always a link between risk and reward. The more rewarding the outcome, the tougher it is to obtain. If SPIN questions were simple and automatic, then everyone would be using them already, and there would be no competitive advantage from the model. “
So there you have it. You will not only have to learn the basic principles of SPIN (Situation – Problem – Implication – Need Payoff), you will also have to personalize these principles into a game plan for each prospect, current customer, former customer…
…and in doing so you will be ahead of the curve. You’ll be far down the road from the people who are still fumbling around for a “simple and automatic” approach. You will find few books on sales that are as honest as this one. Author Neil Rackham hands you a powerful set of tools, but make no mistake about it: your success will come entirely from what you choose to do with them. VERY highly recommended.
