About this title: 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 action - immediately."The SPIN Selling Fieldbook" includes: individual diagnostic exercises; illustrative case studies from leading companies; practical ...
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Note: This is a general synopsis. Each listing is described below.
Description: Very Good. 0070522359 Paperback, Condition: Very Good; this book is in very good condition with light curve to the spine / light reading creases to the covers. read more
Description: Fine. 0070522359 Ships next business day. NEW/UNREAD! ! ! Text is Clean and Unmarked! --Be Sure to Compare Seller Feedback and Ratings before Purchasing--Has a small black line on bottom/exterior edge of pages. May have light shelf wear to cover from storage, if any. read more
Description: Good. Shows some signs of wear, and may have some markings on the inside. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Binding: Paperback
Publisher: McGraw-Hill
Date Published: 1996-06-01
ISBN-13:9780070522350ISBN:0070522359
Description: New. The SPIN Selling Fieldbook: Brand New Paperback, binding tight, pages clean and straight, no writing anywhere, NO remainder mark. read more
Edition: Sixth Printing
Binding: Softcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1996
ISBN-13:9780070522350ISBN:0070522359
Description: Very Good. No Jacket. 8vo-over 7¾"-9¾" tall. "Written by the pioneering author of the original bestseller, SPIN SELLING, this eagerly awaited new 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. " This book has 206 pages and is illustrated throughout. read more
Description: Very good. 1st Edition. May have highlights on a few pages, otherwise pages are very nice and clean. A vertical crease on the front cover. Satisfaction guaranteed! read more
Edition: Twelfth Printing
Binding: Softcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1996
ISBN-13:9780070522350ISBN:0070522359
Description: Fine. No Jacket. 8vo-over 7¾"-9¾" tall. "Written by the pioneering author of the original bestseller, SPIN SELLING, this eagerly awaited new 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. " This book has 206 pages and is illustrated throughout. read more
Edition: Sixth Printing
Binding: Softcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1996
ISBN-13:9780070522350ISBN:0070522359
Description: Fine. No Jacket. 8vo-over 7¾"-9¾" tall. "Written by the pioneering author of the original bestseller, SPIN SELLING, this eagerly awaited new 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. " This book has 206 pages and is illustrated throughout. read more
Edition: Nineteenth Printing
Binding: Softcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1996
ISBN-13:9780070522350ISBN:0070522359
Description: Fine. No Jacket. 8vo-over 7¾"-9¾" tall. "Written by the pioneering author of the original bestseller, SPIN SELLING, this eagerly awaited new 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. " This book has 206 pages and is illustrated throughout. read more
Selling is Selling-a good person can sell anything. FALSE Large vs. small sells. Warm vs. cold markets. Technical vs. close sales
Opening: State the agenda State your value to the customer Set limits Check for acceptance
Probing: Reveal customer wants, desires and needs MUST probe to properly set up demo
Supporting
Closing Action items for both people (make sure they are still engaged)
Planning may be the most important time utilized
Situation --Data gathering questions about facts and background Problem --Questions that explore the issues, problems Implication --Explore what the negative impacts of inaction would be Need-Payoff --Questions that have the customer telling you what solutions your company solves for them
Examples: Situation: (Tell me about your situation?) --How does this product/project relate to the bigger picture your company does? --How is your financial health? --How long have you worked here? Who's your boss? --How much do you love your current job? --What is your priority for getting out of debt or financially free? --What other solutions for this have you explored? How did that go?
Problem: (Tell me about your problem(s)?) --Could your team be exposed to trouble if we fail to implement this? --Are you worried about providing for your retirement? --What is your have a plan to move up or out? --How will things be in 5 years? --What are you financially not satisfied with right now?
Implication: (How will this problem affect you?) --What are the risks if you fail to provide a decent retirement? --Without change, would finding you in the same position 5 years from now be frustrating?
Need-Payoff: (Why would this solution help you?) --What improvements would be come by implementing this solution?
Closing: " Assumptive: Making a statement that assumes the close ('When do you want that delivered?') " Alternative: Making a statement of choice ('Do you want those delivered Mon or Tues?') " Standing Room: Creating a sense of urgency by offering it to the next guy ('If you don't buy right now, I'll give this deal to the guy that is waiting') " Last Chance: Creating a sense of urgency by giving a time limit ('Buy it now or this deal goes away') " Order Blank: Assuming the close by filling out the order form for the customer even though the buyer has not expressed a willingness to close."
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