Spin Selling Fieldbook

The Spin Selling Fieldbook by Neil Rackham has been written as follow up of the SPIN method of selling so as to give the reader a field test of the selling methodology explained in the book. The focus has been given to the SPIN questioning mannerisms. The adaptation of the instructions that have been given in the SPIN method of selling as per the individual requirements of the business have been shown in this edition. It is also a comprehensive guide for the effective management of different types of businesses and services. The chapters that feature in this edition start with a final take on the SPIN model and later lists the four degrees involved in making a Sales call. The third chapter relates to the opening of the sales call and the next chapter is titled Lesson Planning. Centering on the needs of the buyer, value equations and the larger sales, questions that arise from a particular situation, and low risk implication questions feature next in the list. Further in the book, the correct framing of need payoff questions and also the role that features, benefits, and vantage situations in motivating the buyers and the initial benefits feature in separate chapters. The final chapters teach the finer aspects of questioning such as framing the situational questions, the timing of problem questions, questions that are a level higher than the basic issues, implication questions and their working. Usage of the SPIN call plan form, assessment of a call, getting and providing help have been featured at the end of the book.