The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Introduction

The success of SPIN® Selling took me by surprise. While I was writing it, I had an uneasy feeling that the book might not be well accepted. And initial events made it seem that my unease would prove correct. My original publishers, who had persuaded me to write the book, cancelled the contract when they received the manuscript. “It conflicts with generally accepted sales ideas,” they explained. Other publishers wouldn’t touch it because they too thought it went against conventional sales wisdom.

Finally, McGraw-Hill agreed to publish the manuscript and SPIN® Selling became a best seller. Even more satisfying, it wasn’t a flavor of the month book. Each year it has gained more new readers than the year before. The SPIN® model has become ...