The SPIN Selling Fieldbook teaches us the art of SPIN Selling and also puts you to the test while reading. SPIN Selling is all about asking questions to help you make the sale. SPIN Selling is one of the most well known sales books and sales strategies that it is still used today after 30 years.
SPIN is an acronym which means; Situation, Problem, Implication, Need/Payoff. Author, Neil Rackham, studied 35,000 sales calls for 12 years and discovered that clear cut questions are the foundation of selling. He studied what top performing sales professionals were doing to get to the top. His studies went on to show that if a sales rep asked the right questions at the right time, and listened to what the customer really needed, that the sales rep can then work out how their product will solve their customer's problem.
Reading; The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources, is an awesome way to put yourself to the test using the SPIN Selling method. At the end of each chapter, they give you questions where you can test yourself on the chapter you had just read. They also give you a section to write in the book and practice selling your own products using a method that you have read in the chapter as well. I really enjoy books like this because you are able to take what you have learned and test yourself and to be able to use those situations and practice yourself. The SPIN Selling method is something that you can use as soon as you learn it, but it does take time and practice to perfect it.
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources, has helped me realized that by asking more questions that it will uncover what the problem a customer or candidate may be having and allowing me to find what service I may be to them.
