|
At Pro Excellence we are always on
the look-out for resources which will be most helpful
to our clients. Our book reviews are provided in association
with Amazon. For any book you buy via our site, Amazon
pay us a small commission which we donate to the Cranfield
Trust.
The SPIN® Selling Field
Book
by Neil Rackham
This book is an excellent resource
for those new to selling of consultancy services. It
is an easy to follow sequel to the successful book entitled
SPIN® Selling. The original was very good at detailing
the research into why traditional selling techniques
are less effective when selling big-ticket items. Fortunately,
SPIN is not about misleading the client by using 'spin
doctor' techniques. It is actually a very useful
model for finding and enlarging opportunities during
client sales visits. SPIN is an acronym for:
- Situational
- Problem
- Implication
- Needs
These are the different types of question
used in the sales meeting and the book is very good
at helping the reader to differentiate between them.
The approach helps to improve the relationship with
your prospects and also to find more and bigger opportunities.
The field book contains the basic material from the
original book together with exercises to improve understanding.
Despite being a follow-up book, we
believe it would be better to begin with The SPIN®
Selling Field book. If you need more theoretical background
then go to the original. There is an audio version of
the original (3 CDs) that is slightly less painful!
Whether new to consultancy sales or
you have had some exposure to SPIN® Selling and
are not yet applying the approach then this is the book
for you! It helps to advance each sale by preparing
questions that enable the customer to determine what
he needs and why.
Buy
it now
If you come
across a book that you feel worthy to be included please
email us with details at bookreviews@pro-excellence.com
|
