The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Put into practice today's winning strategy for achieving success in high-end sales!The SPIN Selling Fieldbookis 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 action­­immediately.The SPIN Selling Fieldbookincludes:Individual diagnostic exercisesIllustrative case studies from leading companiesPractical planning suggestionsProvocative questionnairesPractice sessions to prepare you for dealing with challenging selling situationsWritten by the pioneering author of the original bestseller,SPIN Selling, this 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.