M330 Week 2 Lecture Notes
M330 Week 2 Lecture Notes BUS-M330
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This 1 page Class Notes was uploaded by Lauren Detweiler on Wednesday January 21, 2015. The Class Notes belongs to BUS-M330 at Indiana University taught by Dick Canada in Spring2015. Since its upload, it has received 162 views. For similar materials see Consultative Selling in Business at Indiana University.
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Date Created: 01/21/15
M330 Week 2 Lecture Notes Implied need statement of a problem difficulty or dissatisfaction Explicit need speci c statement of a want or desire How Needs Relate to Success 1406 calls Number of implied needs Successful calls 42 Unsuccessful calls 39 Little difference Uncovering IMPLIED NEEDS problems isn t enough to ensure success Number of explicit needs Successful calls 27 Unsuccessful calls 13 More difference Developing EXPLICIT NEEDS is key Up until the SPIN study all sales were treated the same smalllarge Found that the techniques used in small sales did not work for major accountsconsultative selling and vice versa In larger sales after problem questions Situation questions 9 problem questions 9 Yes we do have a slight problem with Develop Problems for example Is that creating bottlenecks in other areas If you don t correct it could that create What s that doing to your costs 3 Implication questions link separate problems to separate problems Need both implication and needpayoff questions together Learning Objectives from today Recognizing the role impliedexplicit needs in a consultative sale Develop the implied need w use of implication questions