“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
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!
@@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.
@@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 RU-vid playlist for this lecture if you are interested. You're in a great field! Good selling!
@@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!
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
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 😂😂😅
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.
