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M330 Week 1 Lecture Notes

by: Lauren Detweiler

M330 Week 1 Lecture Notes BUS-M330

Marketplace > Indiana University > Business > BUS-M330 > M330 Week 1 Lecture Notes
Lauren Detweiler
GPA 3.98
Consultative Selling
Dick Canada

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About this Document

These notes cover lecture material from week 1.
Consultative Selling
Dick Canada
Class Notes
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This 2 page Class Notes was uploaded by Lauren Detweiler on Monday January 26, 2015. The Class Notes belongs to BUS-M330 at Indiana University taught by Dick Canada in Spring2015. Since its upload, it has received 85 views. For similar materials see Consultative Selling in Business at Indiana University.

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Date Created: 01/26/15
M330 Week 1 Lecture Notes Learning objectives 0 Describe the 4 stages of a sales call 0 2 types of SPIN questions 0 Identify 2 types of customer needs Articulation Accurate Concise Clever 0 Have a singular message Less is better 0 One of the biggest mistakes not knowing when to end 0 Better to seek than to give information I Whoever is asking the questions is controlling the conversation Huthwaite Research 0 Observe call behavior 0 Divide calls into categories 9 successful or unsuccessful Fundamentals of successful calls 0 Seller asking a lot of questions 0 Buyers talk more than sellers 0 Sellers talk about products and solutions later in the call Four stages of the sales call 0 Opening 0 Investigating most important stage 0 Demonstrating capability o Obtaining commitment failure here is often due to incomplete investigating Opening establish buyercentered purpose 0 Adapt to factors such as who set up the meeting how well you know the buyer time constraints etc 0 Parts of opening I Name I Hypothesis selling I Permission to ask questions sets up investigating stage Situation Questions about background facts context 0 Low value for buyer but necessary for seller 0 More in unsuccessful calls 0 Best sellers ask fewer but focus them better Problem Questions about problems difficulties dissatisfactions 0 Higher value for buyer focus on buyer concerns 0 More in successful calls 0 Inexperienced sellers don t ask enough Providing solutions to buyer needs 0 Needs vary from weak solutions offered have low impact to strong solutions offered have high impact 0 Implied needs problems difficulties satisfactions o Explicit needs strong wants or desires 4 of the 6 SPIN behaviors O O O O Situation Problem Implied Explicit


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