Day 1 Who sells to whom? Are you selling to the prospect? Is the prospect selling to you? The prospect sells to you that he can‟t or won‟t buy Or… You sell to him that…

Day 1 Who sells to whom? Are you selling to the prospect? Is the prospect selling to you? The prospect sells to you that he can‟t or won‟t buy Or… You sell to him that…

SPIN SELLING by: Neil Rackham http://studentofsales.wordpress.com/2007/07/04/my-take-on-spin-selling-part-1/ Sales Behavior and Sales Success Successful Salespeople are……

1. A Selling Method for Large Project Selling The Evans Group LLCAugust, 2006 1 2. 8 PER YEAR 2 3. AGENDAThe Evolution of Selling – Where we have been / Where we are Going…

1. By Harlan Tytus Beverly [email protected] http://tytusblog.blogspot.com Rev. 0.2 7/2/12 2. Quick About: Harlan Beverly Harlan Titus Beverly • PhD from OSU (est. 2016)…

1.Responding to Objections Chapter 112. Important Questions Answered► When do buyers object?► What objections can be expected?► How should salespeople prepare to respond…

1.Managing Personal Communications:Direct andInteractive Marketing,Word of Mouth, and Personal Selling Marketing Management, 13 thed 192. Chapter Questions How can companies…

1. Demonstrating capability FEATURES. A. B FEATURESDefinition:Features are neutral facts, data, information or characteristics ofyour product or servicesExamples:We have…

Slide 1 The Evolution of Selling Slide 2 The evolution of selling Marked by four major breakthroughs 2 Slide 3 Original ModelNew Model 3 Customer acquisition The first major…