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• 10:27, 25 August 2020 Dirkjan talk contribs created page Category:Concept (Created page with "{{category}}")
• 10:27, 25 August 2020 Dirkjan talk contribs created page SPIN (Created page with "In the book The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources t...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Robert Cialdini on consistency (Created page with "<youtube>GEJU1el0FUY</youtube> Category:sales Category:Video")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Robert Cialdini on reciprocity (Created page with "<youtube>tkyGOAWoYxA</youtube> Category:sales Category:Video")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Resonate (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>><data>{"Author":"Nancy Duarte","Title":"Resonate"}</data> <html> <iframe src="http://rcm.amazon.com/e/cm?t=htt...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Robert Cialdini - Six points (Created page with "<youtube>nmKGXCEVIdo</youtube> Category:sales Category:Video")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Recognizing Sales Advances (Created page with "* Signing of mutual NDA@law * Your customer wanting to test your product * Action plan * Agreement on a next step * Getting payed for a demo * Demo but: ** Who would...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Reciprocity (Created page with "According to sociologists and anthropologists, one of the most widespread and basic norms of human culture is the rule of reciprocation. ''The rule is that if someone does som...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Questions (Created page with "The most important skill you can develop in sales is the ability to ask good questions. Work on this first, and work on it relentlessly. Other important skills will follow mor...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Prospecting (Created page with "* E-prospecting on the web * Cold canvassing * Endless chain - customer referral * Orphaned customers * Sales lead clubs * Prospect lists * Become expert, get published * Publ...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Problem Questions (Created page with "Problem questions aim to explore problems, difficulties and dissatisfactions that your customer is experiencing with an ''existing'' situation. They are essential to make the...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Category:SPIN (Created page with "{{category}}")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Preventing Objections Versus Handling Objections (Created page with "The picture below clearly depicts why it is better to prevent objections than to Dealing with Objections after you went too fast through the SPIN...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Planning advances (Created page with "Top sellers close more calls effectively by * Turning continuations into advances * Understanding what kind of advance can make the call succesful * Setting realistics closin...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Persuasion: herding the digital sheep (Created page with "=URL= http://www.slideshare.net/thomasvdc/persuasion-herding-the-digital-sheep?from=ss_embed =Description= Presentation with good visuals introducing the six principles of in...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page People like reasons (Created page with "A well-known principle of human behavior says that when we ask someone to do us a favor we will be ''''more successful if we provide a reason'''''. People simply like to have...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Overconfident perceivers in the DMU (Created page with "In the Decision Making Unit (DMU) the different roles can perceive your offering in different ways. Overconfident perceivers believe your value...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Outsourced Sales Force (Created page with "There are the following advantages and disadvantages in having an outsource sales force: {| class="wikitable" !Advantages !Disadvantages |- |Low cost: Low management overhead...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Outcome Based Rewards (Created page with "=Outcome control= * Salespeople are held accountable for their results but not their behaviors * Low control of behaviors by firm * extreme is manufacturers’ reps: Jamestown...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Organisational Theory - Applied to sales incentives (Created page with "The Organisational Theory as it applies to sales incentives tells the following: {| class="wikitable" |Assumption |The goals of the organisation and the sales people are alig...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Opportunity strategies (Created page with "There are different possible strategies to approach an opportunity: * Frontal attack strategy * Flank attack strategy *...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Opportunity assesment (Created page with "The following sheet can help you track progress over time for assessing an opportunity: {| class="wikitable" | | | | | |Date | | | | |Date |- ! ! ! ! ! !You !Competitor A !C...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Opening (Created page with "The first phase in the Four Stages of a Sales Call is the ''opening'' phase. This includes the introduction and beginning of the conversation....")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Obtaining commitment (Created page with "Obtaining commitment is the last stage of the Four Stages of a Sales Call. Obtaining commitment: # Starts before the Opening phase...")
• 10:27, 25 August 2020 Dirkjan talk contribs created page Objections (Created page with "An ''objection'' in any sale is a reason your customer will bring up NOT to buy. Objections should be seen as request for more information. In The SPIN Selling Fieldbook: P...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Neutral perceivers in the DMU (Created page with "In the Decision Making Unit (DMU) the different roles can perceive your offering in different ways. Perceivers of '''even keen''' / neutral beli...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Category:Spin Selling (Created page with "{{category}}")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Need Payoff Questions (Created page with "Need Payoff Questions are questions asking about the ''value or usefulness'' of a proposed solution. The purpose of Need Payoff questions is: * '''Focusing on the payoff of a...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Motivating Salespeople: What Really Works - Harvard Business Review (Created page with "=URL= http://hbr.org/2012/07/motivating-salespeople-what-really-works/ar/1 =Description= Sales executives are always looking for ingenious ways to motivate their teams. They...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Category:Incentives (Created page with "{{category}}")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Menu approach (Created page with "This is <...> with <...>. You and i haven't spoken before but we have been working with <...> for the last <...> years. the top 3 issues (concerns) we are hearing (lately) fr...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Mapping SPIN Selling to "How you make the sale" (Created page with "{| class="wikitable" !SPIN Phase !How you make the sale phase |- |Opening |Step 1, Research prior to the sale |- | |Step 2...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Manipulative sales (Created page with "** Aims for fast profit ** Aims to push opportunistic arguments to close the deal ** Aims to close the deal as soon as possible ** The sale is a 'transaction' (quick deal and...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page M16-S3 - Case - Role play QuickServ (Created page with "Features: * Parcels collected within a 3 hour window. No need to * Same day delivery * Parcels are offered twice before dropping of at the nearest drop off point * 30 warehous...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Likeability (Created page with "In sales the concept of ''likeability'' is simply that we are more likely to accept proposals from: * People '''''who we like''''' * People who are '''''similar''''' or who sh...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Category:Four Stages of a Sales Call (Created page with "{{category}}")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Investigating (Created page with "In the investigation stage for different sales stages you will focus on understanding the customer ''needs'' =Purpose= =Practical tips= Question types: Asking questions abou...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Internal Sales Force (Created page with "There are the following advantages and disadvantages in having an internal sales force: {| class="wikitable" !Advantages !Disadvantages |- |Authority: Full control over activ...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Interview Robert Cialdini (Created page with "<youtube>OwN3J1VytH4</youtube> Category:sales Category:Video")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Influence, the psychology of persuasion (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>><data>{"Author":"Robert Cialdini","Title":"Influence, the psychology of persuation","Rating":"****","ReadingCo...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Implied Need (Created page with "In The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources an ''impli...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Implicit versus Explicit needs (Created page with "Implicit needs are (often related to problems) * It is difficult to... * I am not satisfied with... * Explicit needs: * I want.... * I need... Category:sales")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Implication Questions (Created page with "An implication question is asking about the ''consequences, effect or implications'' or a buyers problems, difficulties or dissatisfactions. The goal of implication questions...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Growth perceivers in the DMU (Created page with "In the Decision Making Unit (DMU) the different roles can perceive your offering in different ways. Perceivers of '''growth''' believe your valu...")
• 10:26, 25 August 2020 Dirkjan talk contribs created page Frontal attack strategy (Created page with "A ''''frontal attack''''' consists of deciding to go head to head with your competitor to win the deal: <html><img src = "/static/files/MBI/Module%2020/frontalattack.png" w...")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Fragmented attack strategy (Created page with "A ''''Fragmented attack''''' is an attack that seperates the campain into smaller pieces. Fragmented attach consists of targeting individual applications or departments each i...")
• 10:25, 25 August 2020 Dirkjan talk contribs created page Four Stages of a Sales Call (Created page with "# Opening # Investigating # Demonstrating capability # Obtaining commitment Category:sale...")
• 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}}")

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