The SPIN model consists of four types of questions used in sales: Situation, Problem, Implication, and Need-payoff questions. Situation questions gather facts about the customer. Problem questions identify the customer's problems and needs. Implication questions explore the effects of the problems. Need-payoff questions develop the customer's desire for a solution. The model was developed by Neil Rackham and aims to understand customer problems in order to provide appropriate solutions that customers will want to buy.
What are the differences between marketing in a developing and a developed ma...Sameer mathur
What are the differences between marketing in a developing and a developed market?
Texts from Marketing management: A South Asian Perspective.
By Rahul Nk NIT Trichy
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
What are the differences between marketing in a developing and a developed ma...Sameer mathur
What are the differences between marketing in a developing and a developed market?
Texts from Marketing management: A South Asian Perspective.
By Rahul Nk NIT Trichy
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
How to always know the right sales questions to askSalesScripter
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on “How to Always Know the Right Sales Questions to Ask” where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
– What types of questions you need to ask at different stages of the sales process
– Conversation starting questions you can use in open calls and meetings
– How to develop a list of good probing questions for your products and services
– What qualifying questions you can ask to filter out bad leads
– What closing questions you can ask throughout the sales process
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
Sales Techniques Definition
What Are We Selling?
Increasing Sales Attendance in the Event Industry
Increasing Sponsorship Acquisition
Acquiring Media Partners
Connecting with People at Events
Building Long terms Relationships
Organization mission statement and visionSuleyman Ally
The meaning of vision and mission
characteristics of mission and vision
importance of mission and vision
role of mission and vision statement in strategy formulation
Shortcomings in vision statement
Factors affecting objective settings
Difference between vision and mission statement
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
How to always know the right sales questions to askSalesScripter
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on “How to Always Know the Right Sales Questions to Ask” where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
– What types of questions you need to ask at different stages of the sales process
– Conversation starting questions you can use in open calls and meetings
– How to develop a list of good probing questions for your products and services
– What qualifying questions you can ask to filter out bad leads
– What closing questions you can ask throughout the sales process
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
Sales Techniques Definition
What Are We Selling?
Increasing Sales Attendance in the Event Industry
Increasing Sponsorship Acquisition
Acquiring Media Partners
Connecting with People at Events
Building Long terms Relationships
Organization mission statement and visionSuleyman Ally
The meaning of vision and mission
characteristics of mission and vision
importance of mission and vision
role of mission and vision statement in strategy formulation
Shortcomings in vision statement
Factors affecting objective settings
Difference between vision and mission statement
this is powerpoint for negotiation
there are 3 main parts:
1, the definition
2, the ten skills in negotiation
3, the advantages and disadvantages of negotiation
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
Financial Accounting - How to determine a credit or debit entrySuleyman Ally
Financial Accounting foundation .
BASIC rules on Credit & debiting
This is very helpful in determining where to debit and credit as per the transaction occurred
Michael porter's five force model ( porter's competitive enviroment analysis)Suleyman Ally
porters five forces, advantages and its limitation. features of attractive and unattractive competitive enviroment, cirmustances that couses higher supplier and customer bargaining power,
Strikes and lockouts, weapons used by employer and employee, advantages and d...Suleyman Ally
meaning of strike and lockout.
types of strikes
Advantages and disadvantages of strikes
effects of strikes to workers, employer and the goverment
Weapons used by employees and employer
introduction to trade unions
trade unions characteristics
objectives of trade unions
how trade unions are financed
how trade unions recruits its members
why employees join trade unions
functions of trade unions
trade union structure
Weakness/challenges/problems facing trade unions
Measures to strengthen trade unions
Advantages of trade unions to workers, employeer and society
criticism of trade unions by employer
simple and understandable explanation about the duties of a finance manager. This is very good for undergraduate student and those who do not have any idea related to financial management
Here is a swot analysis of Cocacola company Done on 2014, basing on Information found on the internet,, it will be usefull for people out there, especially for students who will have this kind of assignment
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
The Art Pastor's Guide to Sabbath | Steve ThomasonSteve Thomason
What is the purpose of the Sabbath Law in the Torah. It is interesting to compare how the context of the law shifts from Exodus to Deuteronomy. Who gets to rest, and why?
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
Instructions for Submissions thorugh G- Classroom.pptxJheel Barad
This presentation provides a briefing on how to upload submissions and documents in Google Classroom. It was prepared as part of an orientation for new Sainik School in-service teacher trainees. As a training officer, my goal is to ensure that you are comfortable and proficient with this essential tool for managing assignments and fostering student engagement.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
How to influence a partner during negotiation, using SPIN principle. Negotiation skilss
1. THE SPIN MODEL: INTRODUCTION
The spin questions consist of sequence of four question types. This model was first developed
by Neil Rackham of the Huthwaite Organization in his best-selling book of 1978, "SPIN
Selling". The acronym SPIN represents the type of question on each letter, which can be
explained below
S- Situation questions
P- Problems questions
I- Implications questions
N- Need-Payoff questions
One of the key principles of selling is that people only buy when they have a problem.
1. SITUATION QUESTIONS
Situation questions are used to collect facts and data about the customer’s /buyer/ prospect
existing situation that is relevant to the one selling the products and services. Situation
questions are normally the first questions one need to ask after he has introduced himself to
the prospect/buyer.
Often situation questions can be answered as part of the prospecting process. Hence one need
only to ask “essential” situation questions as prospects/buyer quickly becomes impatient if too
many situation questions are asked.
Having a good knowledge or information of the prospect/ customer can help planning the call
in a way to reduce the number of Situation Questions required
Examples of situation questions might include I. what happened when your laptop broke
down?, II. What equipment are you using now?, How long have you had it?, How many
people use it?
2. 2. PROBLEM QUESTIONS
These are the questions which are designed to identify customer’s problem. They normally
reflect on the prospects problems, difficulties and dissatisfaction that the prospect has on
which they can be provided with a solution later. The answers to problem questions will direct
towards the core need of the prospect/ buyer as every problem implies a need
An overall objective of problem questions is to help prospects define their needs explicitly
Example of problem questions include (I) Are you satisfied with your present equipment?, (II)
What are the disadvantages of the way you’re doing it now?
3. IMPLICATION QUESTIONS
These questions ask about the effects of the problem, eg "What would be the worst scenario if
you had no Internet connection for a week or more?" How will this problem affect your future
profitability?
4. NEED-PAY OFF QUESTIONS
Need-Payoff Questions are intended to develop the buyer’s desire for a solution to their
problems. The answers to need questions will get the prospect/buyer to tell you the benefits
that they are looking and the benefits your solutions offers
For example how do you feel a faster machine will help you?
When these questions are asked too early in the sales call, customer would naturally be
suspicious.
HOW TO INFLUENCE A PARTNER DURING NEGOTIATION USING SPIN
PRINCIPLE
The chief principle underlying the SPIN selling model is that people don't buy from
salespeople because they understand their products but because buyers feel that salespeople
understand their problems.
The following need to be considered during negotiations using spin principles that can
influence a partner during negotiation
1. You must build rapport with your buyer before they will buy. Rapport eases the tension that
buyers have about finding a solution to their problem.
2. Don’t manipulate the buyer by finding common areas of similarity between you. Instead,
look for unconscious rapport such as matching speed and tone of speech.
3. Don’t ask too many Situation questions that the buyer feels uncomfortable with. Instead, do
your homework on your buyer's situation first.
3. 4. Spend most of your time asking Problem questions rather than Situation questions on the
basis that people buy when the pain of their problem is greater than the cost of the solution.
5. Know in advance how your product or service solves problems.
6. Uncover several problems before asking Implication questions as focusing on just one
problem invites your buyer to raise issues where your solution doesn't do too well.
7. Aim to get buyers to articulate the benefits in your product or service rather than have you
spell them out.
8. Work out the action steps that the buyer needs to take to complete the sale and get
commitment to one of these steps on each occasion that you talk.
9. Understand that a questioning mindset is more important than the ability to persuade.
All in all these questions take the buyer through the steps of identifying their problem, their
pain, and a solution that the product or service offer.