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• 10:25, 25 August 2020 Dirkjan talk contribs created page Four Possible Outcomes of a Sales Interaction (Created page with "There are four possible outcomes of any sales interaction: * '''Order''' ** Clear written commitment to buy * '''Advance''' ** An ''advance'' is an agreement with the buyer t...")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Fogbugz on Objections (Created page with "Understanding the sales process (outlined in part one) makes objections seem a lot less daunting. Recall that you are figuring out what the problem is (by asking questions), y...")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Category:Opportunity strategies (Created page with "{{category}}")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Flank attack strategy (Created page with "A ''''Flank attack''''' consists of deciding changing the rules / the goal post <html><img src = "/static/files/MBI/Module%2020/flankattack.png" width="500"/></html> The...")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Features, Advantages and benefits (Created page with "Features are about the '''raw facts and information''' about your product. "What can your product do?" Advantages are ways in which the '''features c...")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Feature (Created page with "Features are about the raw facts and information about your product. ''"What can your product do?"'' =Examples= * ''We have sixty branch offices'' * ''The X3 model can collate...")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Category:SPIN Selling (Created page with "{{category}}")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Explicit Need (Created page with "In The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources an ''expli...")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Exercise to explore implication questions (Created page with "# Choose a problem that you can solve really well, in the line of your Sustainable Competitive Advantage@mbi # Imagine a buyer that is pe...")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Do you need a salesforce? (Created page with "Fill out the table below: {| class="wikitable" !Advertising relatively important ! !Personal selling relatively important |- |Large |Number of customers |Small |- |Low |Buyer...")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Develop attack strategy (Created page with "A ''''Develop attack''''' strategy is an attack whereby you develop a position for a possible future attack. There is often no real compelling event at the moment. There is no...")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Category:The Four Stages of a Sales Call (Created page with "{{category}}")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Demonstrating Capability (Created page with "There are three ways to describe capabilities: * '''Features''' * '''Advantages''' * '''Benefits''' Demonstrating capabilities involves...")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Demonstration of Social Proof (Created page with "<youtube>nSYUueIFMZE</youtube> Category:sales Category:Video")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Demonstration of the rule of scarcity (Created page with "<youtube>R2NBbIrKyJM</youtube> Category:sales Category:Video")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Defend attack strategy (Created page with "A ''''Defend attack''''' is not really an attack but a strategy that aims to protect your existing position against competitive attacks. Take the high ground and go to the exe...")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Decision Making Unit (DMU) (Created page with "Different roles in the DMU are: * Users * Buyer * Decider * Gatekeeper ** Gatekeepers can say "no" but they cannot say "yes" * Influencer A special role at the customer is t...")
• 09:54, 25 August 2020 Dirkjan talk contribs created page Customer referral approach (Created page with "This is <...> with <...>. You and i haven't spoken before but we have been working with <...> and he suggested that i give you a call. We were able to help (her/him) address...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Compelling event (Created page with "A compelling event is a reason to act. It has a defined date and is a direct response to a business pressure. The compelling event (or lack of one) for a particular project or...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Commitment and consistency (Created page with "People have a desire to look consistent through their words, beliefs, attitudes and deeds and this tendency is supported or fed from three sources: # '''Good personal consiste...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Category:The very most basic things your company needs to know about sales (Created page with "{{category}}")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Closing (Created page with "Closing scares the hell out of people. It may be the biggest fear in sales. It feels pushy. It evokes the haunting image of the sales stereotype. If you haven’t done it, it...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Chapter 2, Reciprocity (Created page with "In Chapter 2, the principle of Reciprocity is explained. =Reciprocity= {{:Reciprocity}} =Examples of the rule in action= ==Free Coke== A subject who partici...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Chapter 3, Commitment and consistency (Created page with "{{:Commitment and consistency}} Category:sales")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Chapter 4, Social proof (Created page with "{{:Social proof}} Category:sales")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Chapter 5, Likeability (Created page with "{{:Likeability}} Category:sales")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Chapter 6, Authority (Created page with "{{:Authority}} Category:sales")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Category:Influence, the psychology of persuasion (Created page with "{{category}}")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Category:Objections (Created page with "{{category}}")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Capability Objections (Created page with "Capability objections are objections where the buyer sees the value of solving the problem but raises doubt about the capability, capacity or genuiness of the sellers solution...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Chapter 1, Influence (Created page with "This chapter is a general introduction to influence. The following concepts are introduced: * People like reasons * The contrast principle|The contr...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Benefit (Created page with "Benefits are ways how the product can be used to meet an Explicit Need of the user: That user would ask ''"What is in it for me?"'' Benefits are related to s...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Calling the prospect (Created page with "Menu approach Customer referral approach Category:sales")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Behavior Based or Outcome Based rewards? (Created page with "Do you need Behavior Based Rewards or Outcome Based Rewards? {| class="wikitable" !Behavior Based ! !Outcome Based |- |Ye...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Behavior Based Rewards (Created page with "=Behavior control= *Salespeople are held accountable for their behaviors - the results are expected to follow (at least in the long term) * High control of behaviors by firm *...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Category:Six principles of influence (Created page with "{{category}}")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Agency Theory - Applied to sales incentives (Created page with "The Agency theory@finance as it applies to sales incentives tells the following: {| class="wikitable" |Assumption |1) The company and the sales people have...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Category:M20 (Created page with "{{category}}")
• 09:53, 25 August 2020 Dirkjan talk contribs created page Advantage (Created page with "Advantages are ways in which the features can be used to help the user: So it the answer to the user asking ''"So what?"'' =Examples= * ''...which means it's easy to use.'' *...")
• 09:53, 25 August 2020 Dirkjan talk contribs created page ARC (Created page with "The acronym ARC stands for * Ask * Recommend * Close =ASK= 3 questions * Start with an open-ended welcome question: "what brings you in today?" * Follow with at least 2 quali...")
• 09:52, 25 August 2020 Dirkjan talk contribs created page AIDA (Created page with "In sales the acronym AIDA stands for: * '''A'''wareness * '''I'''nterest * '''D'''esire * '''A'''ction It is a shorter version of the The path to purchase|The path to purc...")
• 09:52, 25 August 2020 Dirkjan talk contribs created page A broader view of the sales cycle (Created page with "The 8 steps identified in The Sales Process are not complete. There are a few additional steps: =Prospects and leads= * Identifying prospects * Lead gen...")
• 09:52, 25 August 2020 Dirkjan talk contribs created page Category:Tdd (Created page with "{{category}}")
• 09:52, 25 August 2020 Dirkjan talk contribs created page Ruby on Rails Guides: A Guide to Testing Rails Applications (Created page with "=URL= http://guides.rubyonrails.org/testing.html =Description= A Guide to Testing Rails Applications This guide covers built-in mechanisms offered by Rails to test your appli...")
• 09:52, 25 August 2020 Dirkjan talk contribs created page Category:Guide (Created page with "{{category}}")
• 09:52, 25 August 2020 Dirkjan talk contribs created page Category:Howto (Created page with "{{category}}")
• 09:52, 25 August 2020 Dirkjan talk contribs created page Category:Screencast (Created page with "{{category}}")
• 09:52, 25 August 2020 Dirkjan talk contribs created page About RailsCasts - RailsCasts (Created page with "=URL= http://railscasts.com/about =Description= RailsCasts is produced by Ryan Bates (rbates on Twitter and ryanb on GitHub). A new episode will be released each week featuri...")
• 09:52, 25 August 2020 Dirkjan talk contribs created page Ruby on Rails one to many database relationships (Created page with "=URL= http://nickswan.net/2011/11/27/ruby-on-rails-one-to-many-database-relationships/ =Description= Ruby on Rails is quite a bit different as their is no visual designer for...")
• 09:52, 25 August 2020 Dirkjan talk contribs created page YAML (Created page with "YAML is a human-readable data serialization format that takes concepts from programming languages such as C, Perl, and Python, and ideas from XML and the data format of electr...")

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