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.
Binding: Paperback
Publisher: McGraw-Hill
Date Published: 1996
ISBN-13:9780070522350ISBN:0070522359
Description: Good. Used Condition-GOOD can be a well cared for Book that is in great condition to a Book that may show some signs of wear. GOOD Books sometimes are permanently marked; have some spine or page creases; exibit signs of aging or an ExLibrary copy. ** Sometimes grease pencil or permanent marking on cover. May contain limited notes and or highlighting. 100% Satisfaction guaranteed on all purchases. ** SHIPS FROM USA-Domestic Delivery takes 5-14 days ** 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: 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: 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: Trade paperback
Publisher: McGraw-Hill Companies
Date Published: 1996
ISBN-13:9780070522350ISBN:0070522359
Description: Very good. No dust jacket as issued. Near New, 1996-Ed-Last One-Non-Smoker-Returned, Display or Old Stock Item Nice Xlg Red Softcover Book, Some Shelfwear, Dings, Tight Binding, Crisp, Clean Bright Unmarked Text/Unused Book-Priced to Sell-Cg2109. Trade paperback (US). Glued binding. 208 p. Contains: Illustrations. Audience: General/trade. read more
Edition: Later Printing
Binding: Softcover
Publisher: McGraw Hill Book Co., NY
Date Published: 1996
ISBN-13:9780070522350ISBN:0070522359
Description: Very Good + No Jacket. 8vo-over 7¾"-9¾" tall. 206 pgs. Personal inscription on fep. Lightly bumped corners. Marketing & Sales. "Winning strategy for achieving success in high-end sales. " 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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