Chris thank you for the videos have been great for me .. years of frustration finished .. From Monterrey Mexico ..Thank you very much .. your friend Jorge Hernandez

You are welcome!

So is the presentation still following SPIN Selling process?

@ChrisDerry

3 жыл бұрын

Generally, I would say yes. Why do you ask?

@MikeSoMoney

3 жыл бұрын

@@ChrisDerry First, the quality of your info is way better than some of the "gurus" charging a ton of money for online courses. I can see where SPIN is great for the cold call portion to get the appointment, even maybe the intro of the in-person appointment . . . but to build the presentation that you give on the actual appointment, it seems like you need more than just SPIN questions as a framework. Love to hear your thoughts.

@ChrisDerry

3 жыл бұрын

@@MikeSoMoney Mike, most salespeople try their damndest to persuade people that they will be better off by buying their product or service. This is incredibly hard to do. That's where SPIN comes in. It is much easier to probe to find out whether a person has a problem that could be solved by your products or services. When you apply SPIN correctly, you get your prospect to tell you (in the Need Payoff portion) the benefits they would receive if the problems they are experiencing could be solved. And once you know the benefits they want, you can connect them to the product or service that you know will provide them. SPIN is such an elegant process of developing real needs. I used to get half of my students to say "No Need" and then the other half would say, "No Presentation", over and over and over to impress upon them the importance of need discovery BEFORE any presentation. Hope this helps you. Coach D