Great intro, for those interested the SPIN selling start at 14:05
@vjmlvjml6 жыл бұрын
You are a good person for that.
@YourBusinessMatters5 жыл бұрын
Thanks for that info
@baraktv91275 жыл бұрын
Thanks
@tse93s4 жыл бұрын
The hero we need but do t deserve
@nirmalbhatt22759 ай бұрын
Oscar need you
@kao-marketingsolutions45474 жыл бұрын
If we had teachers like this in every college, I wouldn't have dropped out.
@gabi41863 жыл бұрын
Just started a entry sales role and your lecture is helping me immensely. Thank you.
@evanwilcox826 жыл бұрын
Hm, bad crowd. I thought it was great! I would have loved to be in that classroom engaged in this discussion. Thanks! -Evan
@ChrisDerry6 жыл бұрын
“Personal Selling” - The introductory course in either of our Sales Major or Minor programs within the Marketing Department at the Gordon Ford College of Business
@carlchilders60695 жыл бұрын
Good explanation...thank you for sharing...
@TheMiist6 жыл бұрын
Damn. Imagine combining this great lecture with example videos edited in through
@WillCousin5 жыл бұрын
Real sales situation starts at 29:00 minutes with the Culligan water example
@bxsed4 жыл бұрын
I wish we had such value in Italian Universities. All they teach us is theory with 0 practice. I really found this video useful.
@josephsharkey19135 жыл бұрын
Great to see a video of someone explaining SPIN selling in a way that doesn't assume you know it.
@andrewwallace25354 жыл бұрын
I went through 4 years at uni here in Scotland studying business and marketing. They never thought to include any modules on sales... Love this lecture Chris, the way you deliver it is super engaging. Gonna go and watch your other lectures. Keep it up!
@ChrisDerry4 жыл бұрын
Andrew Wallace Thank you! Are you selling for a living now?
@andrewwallace25354 жыл бұрын
@@ChrisDerry Yes, I recently accepted a new job last month in sales for a business-coaching consultancy company. Basically, I'm just taking triage calls right now and setting meetings in the Senior Advisor's calendar to close the prospect. My plan is to move up to this role soon. But after I read SPIN selling, I could see how beneficial the model would be for me to create the desire to get a solid continuation from the prospect. Just need to become better at asking the right questions... Often I think too much about what I should say next, and not really listen to what the person has just told me... People in sales always talk about how, "it's not the price that's the objection, it's the value or the desire that's the objection." Great little sound-bite, but they never seem to tell you how to get better at creating desire. I wish i had found SPIN selling a lot sooner lol. Thanks again Chris.
@ChrisDerry4 жыл бұрын
@@andrewwallace2535 The "value" to a coaching client is about knowing the client well enough that you can predict what his response will be in given situations. I use DISC for this purpose. Search my KZbin playlist for this lecture if you are interested. You're in a great field! Good selling!
@andrewwallace25354 жыл бұрын
@@ChrisDerry "Just a minute Colonel Fox" got me laughing hahah. I was on a call today where the lady and I were just not jelling at all. She was giving me slow, one-word answers even when I was trying to ask open questions... This DISC approach to understanding the lead's personality and responding in a similar style is going to be a total game-changer for me. Subscribed!
@millsmotion5 жыл бұрын
Fantastic presentation!
@ChrisDerry5 жыл бұрын
Thank you, Stephen!
@karlhungus55545 жыл бұрын
Great instructor. Very energizing and engaging.
@marketingmanagement88762 жыл бұрын
Thanks Chris for this it is helped me lot ❤️ thanks from my bottom of heart
@ChrisDerry2 жыл бұрын
There is a steep learning curve to applying SPIN. Keep at it...
@tapanpatra4203 Жыл бұрын
Thanks ❤
@ChrisDerry Жыл бұрын
I couldn't agree more, Des!
@ChrisDerry4 жыл бұрын
You apply the SPIN selling process to identify the need. See one of my other lectures on this.
@henrybanfield49452 жыл бұрын
Which lecture? Thanks
@ChrisDerry2 жыл бұрын
@@henrybanfield4945 Just search on KZbin for Chris Derry and spin selling
@ahmedsami81656 жыл бұрын
awesome , you are a selling master thanks a million for uploading
@annapuigbertayma1889 ай бұрын
thanls a lot! It was awsome!! :D
@YourBusinessMatters5 жыл бұрын
This is superb, thanks so much for sharing it with us!
@johnnyzhu67294 жыл бұрын
Very good lecture, thanks
@nivedendupaul23716 жыл бұрын
Thanks Chris Derry!
@diymyninja85996 ай бұрын
This is man is patient. This generation has no charisma, what a trip. These kids are goofy and don’t understand they’re asking a ton of closed ended questions 😂😂😅
@desr6991 Жыл бұрын
Could have been an idea to ask the audience more questions to keep them awake…in How to Win Customers by Goldmann,…the author is constantly asking the reader questions….Tom Hopkins in His books is always asking the readers questions…it keeps the audience engaged and thinking of the answers for themselves
@jasonpanghulan23146 жыл бұрын
Wow i want to learn more about the 30 day blueprint
@AmfnJ3276 жыл бұрын
What class is this?
@christopherm.esparza70510 ай бұрын
I’m in the water business and this is a horrible teaching.
@cbcinfla5 жыл бұрын
This instruction shows everything wrong with educating in (2018)2019. It's presenter-centric. It doesn't immediately engage learners with an interesting problem. It doesn't chunk the information into linked vignettes---there're no connecting examples during the lecture phase. Learners are given only two delivery modes, both of which are boring. No checking is done to ensure the learners understand, and he doesn't mold and shape any incorrect answers. He doesn't give an example of someone conducting a proper SPIN conversation so that learners have a correct mental model. The role-play at the end doesn't reference a visual to show where learners are in the process, and it's more or less conducted through his stream-of-consciousness. And good lord, he's teaching incorrect info! Rackham writes, IN THE SPIN BOOK, that there's little difference in the prospect's answer, regardless of whether you use open or closed questions. And his worst transgression? He sets up a negative motivator (we're all crappy listeners). This instructor needs to study accelerated learning principles and game theory in education. These kids should ask for their money back.
@Armandofrancorealtortrainer Жыл бұрын
agree
@Autumn-Mist6 жыл бұрын
This info=mercial is entirely too long. I understand they are necessary in order to keep Our music, movies free, but this is excessive