Пікірлер

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  @diymyninja85994 ай бұрын

  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 😂😂😅

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  @annapuigbertayma1887 ай бұрын

  thanls a lot! It was awsome!! :D

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  @HermeticSuperstars8 ай бұрын

  15:13 secon appointment

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  @HermeticSuperstars8 ай бұрын

  First thank you I got it

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  @ChrisDerry8 ай бұрын

  You're right. Every presentation must be designed for the people who are listening to you...if you want them to agree to your recommendation.

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  @christopherm.esparza7058 ай бұрын

  I’m in the water business and this is a horrible teaching.

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  @ChrisDerry Жыл бұрын

  I couldn't agree more, Des!

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  @desr6991 Жыл бұрын

  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

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  @tapanpatra4203 Жыл бұрын

  Thank you sir ❤

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  @tapanpatra4203 Жыл бұрын

  Thanks ❤

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  @marketingmanagement88762 жыл бұрын

  Thanks Chris for this it is helped me lot ❤️ thanks from my bottom of heart

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  @ChrisDerry2 жыл бұрын

  There is a steep learning curve to applying SPIN. Keep at it...

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  @aldrigforsent88622 жыл бұрын

  I came for a lecture on how to improve my sales, I stayed for the life lessons.

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  @aldrigforsent88622 жыл бұрын

  Hey Prof. Derry, I love that I found your channel. Would it be possible to get a list of the reading materials/hand outs?

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  @ChrisDerry2 жыл бұрын

  Aldrig - here are my top three: How to win friends and influence people - Dale Carnegie SPIN Selling - Neil Rackham Atomic Habits - James Clear (including his weekly email)

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  @MikeSoMoney3 жыл бұрын

  So is the presentation still following SPIN Selling process?

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  @ChrisDerry3 жыл бұрын

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

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  @MikeSoMoney3 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.

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  @ChrisDerry3 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

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  @gabi41863 жыл бұрын

  Just started a entry sales role and your lecture is helping me immensely. Thank you.

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  @benortiz92213 жыл бұрын

  You are a great Teacher Chris! Go Culligan!

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  @bxsed4 жыл бұрын

  I wish we had such value in Italian Universities. All they teach us is theory with 0 practice. I really found this video useful.

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  @andrewwallace25354 жыл бұрын

  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!

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  @ChrisDerry4 жыл бұрын

  Andrew Wallace Thank you! Are you selling for a living now?

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  @andrewwallace25354 жыл бұрын

  @@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.

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  @ChrisDerry4 жыл бұрын

  @@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 KZread playlist for this lecture if you are interested. You're in a great field! Good selling!

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  @andrewwallace25354 жыл бұрын

  @@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!

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  @ChrisDerry4 жыл бұрын

  What do you mean?

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  @kao-marketingsolutions45474 жыл бұрын

  If we had teachers like this in every college, I wouldn't have dropped out.

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  @ChrisDerry4 жыл бұрын

  You apply the SPIN selling process to identify the need. See one of my other lectures on this.

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  @henrybanfield4945 Жыл бұрын

  Which lecture? Thanks

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  @ChrisDerry Жыл бұрын

  @@henrybanfield4945 Just search on KZread for Chris Derry and spin selling

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  @johnnyzhu67294 жыл бұрын

  Very good lecture, thanks

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  @thomascintron95764 жыл бұрын

  How do we get in this class

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  @WillCousin4 жыл бұрын

  Real sales situation starts at 29:00 minutes with the Culligan water example

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  @cbcinfla5 жыл бұрын

  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.

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  @Armandofrancorealtortrainer11 ай бұрын

  agree

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  @karlhungus55545 жыл бұрын

  Great instructor. Very energizing and engaging.

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  @karlhungus55545 жыл бұрын

  Also see: *"Question Based Selling" by Thomas A. Freese* amzn.to/2X8TNn8 - qbsresearch.com *"Pre-Suasion" by Robert B. Cialdini* amzn.to/31ZoNtj - www.influenceatwork.com

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  @josephsharkey19135 жыл бұрын

  Great to see a video of someone explaining SPIN selling in a way that doesn't assume you know it.

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  @YourBusinessMatters5 жыл бұрын

  This is superb, thanks so much for sharing it with us!

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  @millsmotion5 жыл бұрын

  Fantastic presentation!

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  @ChrisDerry5 жыл бұрын

  Thank you, Stephen!

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  @nivedendupaul23715 жыл бұрын

  Thanks Chris Derry!

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  @TheMiist6 жыл бұрын

  Damn. Imagine combining this great lecture with example videos edited in through

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  @danielhoyos67886 жыл бұрын

  I liked the cave man brain analogy. It would just be perfect if you called it lizard brain instead, it would help make your point better.

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  @danielhoyos67886 жыл бұрын

  Loved the video, thank you.

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  @Autumn-Mist6 жыл бұрын

  This info=mercial is entirely too long. I understand they are necessary in order to keep Our music, movies free, but this is excessive

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  @The67Crucible6 жыл бұрын

  Great intro, for those interested the SPIN selling start at 14:05

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  @vjmlvjml6 жыл бұрын

  You are a good person for that.

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  @YourBusinessMatters5 жыл бұрын

  Thanks for that info

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  @baraktv91274 жыл бұрын

  Thanks

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  @tse93s4 жыл бұрын

  The hero we need but do t deserve

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  @nirmalbhatt22757 ай бұрын

  Oscar need you

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  @ChrisDerry6 жыл бұрын

  “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

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  @carlchilders60695 жыл бұрын

  Good explanation...thank you for sharing...

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  @AmfnJ3276 жыл бұрын

  What class is this?

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  @ChrisDerry6 жыл бұрын

  You are welcome!

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  @JorgeGpeHdz6 жыл бұрын

  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

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  @evanwilcox826 жыл бұрын

  Hm, bad crowd. I thought it was great! I would have loved to be in that classroom engaged in this discussion. Thanks! -Evan

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  @jasonpanghulan23146 жыл бұрын

  Wow i want to learn more about the 30 day blueprint

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  @edwardhudson70886 жыл бұрын

  Just showed me how to make a good living

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  @ahmedsami81656 жыл бұрын

  Very helpful

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  @ahmedsami81656 жыл бұрын

  awesome , you are a selling master thanks a million for uploading

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  @kristiina0056 жыл бұрын

  Dude. Yes, you handling the camera. Let's agree you do not operate any camera ever again. Like never! :-D

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  @ChrisDerry7 жыл бұрын

  I asked one of my students to capture this lecture for the benefit of any students who were absent. Unfortunately, the recording student screwed down the tripod that made it squeak.

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  @SpaceExplorer5 жыл бұрын

  Um this is awkward... I was that 'recording student'. And yes, I suffer from IBS, but this is something I cannot help and have spent my entire life coping with. Do you realize Prof. Derry how difficult it has been to even get out of bed in the morning to go to school because fellow students commenting about sounds/smells that I cannot control? And now the faculty too?

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  @karlhungus55545 жыл бұрын

  @SpaceExplorer - I suggest you try an adult diaper lined with asbestos. On the outside, use several wraps of duct tape around the waist and legs to contain the liquid and stench.

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  @marcusmassey7797 жыл бұрын

  VERY Insightful!

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  @joshuafischer24317 жыл бұрын

  Chris -- Where would you take this if the buyer responded to "Do you have any issues with customers bringing back broken phones" with "Oh yes, people drop them all the time, and we're making a fortune repairing them", or something along those lines? Thanks for the video! There's a real deficiency of good KZread content on SPIN, and this was very helpful.

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  @bootsclues57317 жыл бұрын

  the students needs to listen first they don't know anything yet asking them makes it hard to learn...

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  @OllieEvansartist7 жыл бұрын

  These kids crack me up