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Title: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham ISBN: 0-07-052235-9 Publisher: McGraw-Hill Trade Pub. Date: 01 June, 1996 Format: Paperback Volumes: 1 List Price(USD): $22.95

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Average Customer Rating: 4.86 (7 reviews)

Rating: 5
Summary: A No Fluff Workbook to Improve Your Powers of Persuasion
Comment: A very clear book applying SPIN Selling techniques. No fluff, no extraneous threads leading you away from the primary focus. The techniques can be applied far beyond sales, and utilized in a broader sense to persuade as opposed to the narrower definition of selling.

Rating: 5
Summary: Great Book
Comment: I don't sell, but I set appointments for salesmen and I've had a limited amount of success by using the techniques in this book. I admit though I'm new to the Spin Selling technique and have used it only for a month. The book shows you a way of dealing with what are commonly called "stalls" in sales terminology and how to convert those stalls into sales or moving the sale one step forward with a face to face meeting with the prospect. When I say "limited amount of succes", I mean that although I'm setting the same amount of appointments, my sales have gone up. I might have even dropped in appointments but still the sales went up. The book provides exercises through which you ask yourself questions that focus on how your product can solve your customers' needs and on questions you ask your customers to make them desire your product. You have to do all the work. There is no secret to sales and the spin selling fieldbook will give you the foundation from which you can build a career in sales.

Rating: 4
Summary: S.P.I.N. Succeeds
Comment: It's good, but I liked Levine's Guerila PR: Wired better. Liked the jokes and stuff.

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