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

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

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

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

Great instructor. Very energizing and engaging.

“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

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

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

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

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

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

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

Thanks Chris Derry!

Fantastic presentation!

Very good lecture, thanks

I couldn't agree more, Des!

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

Thanks ❤

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

thanls a lot! It was awsome!! :D

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!

Wow i want to learn more about the 30 day blueprint

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

What class is this?

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 😂😂😅

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.

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

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