SPIN Selling - What do you think of the material?

I was thinking about picking up the book, "SPINŽ selling". Has anyone here read it? If you've read the material what did you think?

Houston, I actually ordered a copy of SPIN Selling earlier this week. I'll let you know what I think.

Thanks Jackie.

I haven't but I just looked it up in Google and I would love to here others insights and opinions.

We purchased the book for our company a month ago. Our sister company has been using SPIN Selling and New Strategic Selling for more than 3 years now. We just began a new training and development department in June and will focus on these two books as part of training.

We hear nothing but good news on both. I haven't read the book enough to give any feedback to the book itself, only what I've seen at our sister company training sessions and what I've read on the above. They also use The Art of War for high level, experienced sales people.

Hi Barbie,
Do you happen to know whose translation of the Art of War they use? The Art of War, in Chinese bing-fa, is popularly discussed in business today. It literally means martial arts, or military skills. Yet it is about preventing confrontation. Sun Tzu's work is a field of study for me. The translations vary--and the interpreters have often shoved in their own thoughts.

Gary, I have a copy of "Sun Tzu's The Art of War Plus The Art of Sales" by Gary Gagliardi. Isn't this the book you've mentioned?

Thanks for the background Gary. I believe it's the translation by Samuel Griffith.

May I ask who you would recommend since you study this field?

Thanks.
Barb

Yes it is. It's a wonderful book. Not only is Gary Gagliardi one of the world's foremost authorities on Sun Tzu--he also has been a top flight sales professional in his own right. Highly recommended. My ulterior motive in representing his Seminars on Strategy is to learn from a master.

By the way, I don't sell the books.

I have read just about every English translation in print, including Griffith's, one of the most well known. I like Gagliardi's work because it follows the original format of formulaic style. Think Euclid's Geometry.

Sun Tzu was a scientist--not a poet.

We went off topic here. Anybody want to cover Neil Rackham and Spin Selling?