The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (MARKETING/SALES/ADV & PROMO)

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.

A must read book for anyone going into sales

this book is actually hard work. you actually have to think and engage the brain and try the exercises. it is not a gentle bed time reading, For those new to selling, it opens the mind. i now understand why i have never been very good at selling and why selling has made me feel very uncomfortable. . I haven't completed the book yet however, when i have put what i have learnt so far in practice, i have gotten better results. Can't wait to finish it. i would say allow yourself a good 6 months of practising the S.P.I.N selling techniques then make a reasssessment of yourself.

Was recommended to purchase this by Europe's highest awarded sales trainer. A great book for anyone wanting to further their career in sales.

trying to implement a new sales methodology can be quite daunting. this book gives you the tools and exercises to do this. spin selling will help you sell better, by adding this book to your arsenal will speed up the process.

One of those books where wether You are pro or just a beginner - you will find something that will benefit your sales and/or Your sales team.

Looks like a new copy

Decent read, some applicable concepts, nothing really refreshing, a bit samey as other sales books despite reviews.

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

*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!

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.