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M330 - SPIN - Chapters 7-8 Notes

by: Lauren Detweiler

M330 - SPIN - Chapters 7-8 Notes BUS-M330

Marketplace > Indiana University > Business > BUS-M330 > M330 SPIN Chapters 7 8 Notes
Lauren Detweiler
GPA 3.98
Consultative Selling
Dick Canada

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About this Document

These are comprehensive notes over Chapters 7 (Preliminaries: Opening the Call) and 8 (Turning Theory into Practice) of the SPIN Selling book by Neil Rackham. This was part of the reading for Week ...
Consultative Selling
Dick Canada
Class Notes
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This 2 page Class Notes was uploaded by Lauren Detweiler on Monday February 9, 2015. The Class Notes belongs to BUS-M330 at Indiana University taught by Dick Canada in Spring2015. Since its upload, it has received 93 views. For similar materials see Consultative Selling in Business at Indiana University.


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Date Created: 02/09/15
M330 Week 3 SPIN Selling Neil Rackham Chap 7 Preliminaries Opening the Call 1 First Impressions a Initial appearances are far less important than old writers have claimed i A reasonable standard of dress is probably still sensible but tiny details won t make a big difference to your sales success in the Preliminaries stage of the sale 11 Conventional Openings a Relate to the buyer s personal interests i ie if buyer has a photo of children on the desk discuss family interests ii Possible effects annoy buyers who feel you re wasting their time raise suspicion that you re attempting to manipulate them etc b Make an opening bene t statement i ie Ms Customer in today s marketplace productivity is the central concern of key executives like yourself and our product will contribute to your productivity ii Possible effects in a larger sale multiple calls sellers must be careful not to use a standard opening more than once with the same person a second time could sound mechanical and irritating brought up product solution very early in the sales call a sign of a less successful salesperson c While these two methods might be successful in smaller sales there s little to show they help you when the sale is larger III A Framework for Opening the Call a Focusing on Your Objective i Who you are ii Why you re there but not by giving product details iii Your right to ask questions b Making Your Preliminaries Effective i Get down to business quickly ii Don t talk about solutions too soon iii Concentrate on questions 1 Chap 8 Turning Theory into Practice 1 The Four Golden Rules for Learning Skills a Rule 1 Practice only one behavior at a time i Don t move on to the next until you re con dent you ve got the rst behavior right b Rule 2 Try the new behavior at least three times i Never judge whether a new behavior is effective until you ve tried it at least three times c Rule 3 Quantity before quality i When practicing concentrate on quantity use a lot of the new behavior Don t worry about quality issues Use the new behavior often enough and the quality will come on its own d Rule 4 Practice in Safe Situations i Always try out new behaviors in safe situations until they feel comfortable Don t use important sales to practice new skills


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