I asked one of my students to capture this lecture for the benefit of any students who were absent. Unfortunately, the recording student screwed down the tripod that made it squeak.
Um this is awkward... I was that 'recording student'. And yes, I suffer from IBS, but this is something I cannot help and have spent my entire life coping with. Do you realize Prof. Derry how difficult it has been to even get out of bed in the morning to go to school because fellow students commenting about sounds/smells that I cannot control? And now the faculty too?
@SpaceExplorer - I suggest you try an adult diaper lined with asbestos. On the outside, use several wraps of duct tape around the waist and legs to contain the liquid and stench.
David, No. This is my contribution to SPIN. I incorporate DISC into my sales course to convey the importance of adapting to the communication expectations of buyers. If you need a primer on DISC, I just gave that lecture last week and posted it for a couple students who were absent: Derry explains DISC.
Chris -- Where would you take this if the buyer responded to "Do you have any issues with customers bringing back broken phones" with "Oh yes, people drop them all the time, and we're making a fortune repairing them", or something along those lines? Thanks for the video! There's a real deficiency of good TH-cam content on SPIN, and this was very helpful.
I completely disagree with sandydavis. I think this course was brilliant. I am a sales trainer and in my opinion the lack of powerpoint slides or other visual aids was a good choice. The whiteboard was more than enough. Selling is reigning in the chaos, have a passion for human connections and do something with it. It can terrify people, but I believe that it is utterly important not to be scripted so this open discussion with the students is in itself a preview of the free floating environment that a sales call can become. He is right, it takes time to master because the other party adds variables, but that is also why it keeps getting interesting. Learning, thinking, creating. I think these series of questions got those students well into the thinking zone.... Creating is the thrilling and fun part!!!
Good Video, Derry I had a question regarding SPIN. What if the prospect does not open up and is not comfortable answering to many questions when you are funneling him ?.
Also see: *"Question Based Selling" by Thomas A. Freese* amzn.to/2X8TNn8 - qbsresearch.com *"Pre-Suasion" by Robert B. Cialdini* amzn.to/31ZoNtj - www.influenceatwork.com
Just a comment on The example of Need Payoff Questions they are NOT: ".... and would that interest you?" They are WHAT would that mean, HOW much would that save, WHAT benefit would that bring. We sell the benefit, not the product. Hey tough audience, with the background snoring!
Excellent, Brian! Need payoff questions release the "pain" you have uncovered in your prospect with your Implication questions and enables you to transition to explaining how the benefits of your product or service will fulfill the needs you have identified using SPIN.
You must start by building rapport and connecting with your prospect on something you both share an interest in. The more he talks about what interests him, the more he tends to like and trust you. If you build an insufficient level of trust, your prospect won't answer your questions or won't be truthful when he does answer. If you HAVE built enough trust, then your questions should follow the format developed by Neil Rackham in his book, SPIN selling. It is still widely unappreciated. Good luck
I asked one of my students to capture this lecture for the benefit of any students who were absent. Unfortunately, the recording student screwed down the tripod that made it squeak.
Um this is awkward... I was that 'recording student'. And yes, I suffer from IBS, but this is something I cannot help and have spent my entire life coping with. Do you realize Prof. Derry how difficult it has been to even get out of bed in the morning to go to school because fellow students commenting about sounds/smells that I cannot control? And now the faculty too?
@SpaceExplorer - I suggest you try an adult diaper lined with asbestos. On the outside, use several wraps of duct tape around the waist and legs to contain the liquid and stench.
David,
No. This is my contribution to SPIN. I incorporate DISC into my sales course to convey the importance of adapting to the communication expectations of buyers. If you need a primer on DISC, I just gave that lecture last week and posted it for a couple students who were absent: Derry explains DISC.
Chris -- Where would you take this if the buyer responded to "Do you have any issues with customers bringing back broken phones" with "Oh yes, people drop them all the time, and we're making a fortune repairing them", or something along those lines?
Thanks for the video! There's a real deficiency of good TH-cam content on SPIN, and this was very helpful.
I completely disagree with sandydavis. I think this course was brilliant. I am a sales trainer and in my opinion the lack of powerpoint slides or other visual aids was a good choice. The whiteboard was more than enough. Selling is reigning in the chaos, have a passion for human connections and do something with it. It can terrify people, but I believe that it is utterly important not to be scripted so this open discussion with the students is in itself a preview of the free floating environment that a sales call can become. He is right, it takes time to master because the other party adds variables, but that is also why it keeps getting interesting.
Learning, thinking, creating. I think these series of questions got those students well into the thinking zone.... Creating is the thrilling and fun part!!!
Marco - Thanks! SPIN selling is a tough subject for salespeople to master, and for students, it is even harder. Hope you are doing well!
Good Video, Derry I had a question regarding SPIN.
What if the prospect does not open up and is not comfortable answering to many questions when you are funneling him ?.
Dude. Yes, you handling the camera. Let's agree you do not operate any camera ever again. Like never! :-D
Thank you sir ❤
Chris, Are the behavior styles you speak of in this video, D, I, S, C.covered in the spin selling book?
good stuff, thanks for posting.
The sound when the camera is turning really gets me off :-(
What feedback would you offer?
Camera's swivel mount needs a drop of oil.
Also see:
*"Question Based Selling" by Thomas A. Freese*
amzn.to/2X8TNn8 - qbsresearch.com
*"Pre-Suasion" by Robert B. Cialdini*
amzn.to/31ZoNtj - www.influenceatwork.com
Good video. Betting the student in the white hat failed this class.
These kids crack me up
21:45
the students needs to listen first they don't know anything yet asking them makes it hard to learn...
Just a comment on The example of Need Payoff Questions they are NOT:
".... and would that interest you?" They are WHAT would that mean, HOW much would that save, WHAT benefit would that bring.
We sell the benefit, not the product.
Hey tough audience, with the background snoring!
Excellent, Brian! Need payoff questions release the "pain" you have uncovered in your prospect with your Implication questions and enables you to transition to explaining how the benefits of your product or service will fulfill the needs you have identified using SPIN.
You must start by building rapport and connecting with your prospect on something you both share an interest in. The more he talks about what interests him, the more he tends to like and trust you. If you build an insufficient level of trust, your prospect won't answer your questions or won't be truthful when he does answer. If you HAVE built enough trust, then your questions should follow the format developed by Neil Rackham in his book, SPIN selling. It is still widely unappreciated. Good luck
I was getting mad at these students.
24:41