10__Selling Yourself in the Interview1

10__Selling Yourself in the Interview1 - Selling Yourself...

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Selling Yourself in the Interview MKTG 3010 Spring 2011
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1. FAB Selling 1. SPIN Approach 1. Question Types 1. Presenting 1. Objections 1. Commitment
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FAB Selling (recap) 1. Preliminaries 2. Qualification 3. Interrogation 4. Conditional Transition 5. Presentation NFBATd 6. Conclusion
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NFABTd (recap) 1. N eeds 2. F eature 3. A dvantage 4. B enefit 5. T ie Down
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You establish the context Situation Questions Benefits Need-Payoff Questions Problem Questions Implication Questions So the buyer reveals Buyer states Implied Needs Within the context, you begin asking You elaborate implied needs into You alleviate the buyer’s pain with Explicit Needs With permission, you may now establish Buyer agrees to solution Sales Success! Buyer feels the problem more SPIN Selling Strategy
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Help establish the context. Only benefit you, not the interviewer. Won’t help you get the job. Ask very few of them.
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This note was uploaded on 01/24/2011 for the course MKTG 3010 taught by Professor Morris during the Spring '09 term at North Texas.

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10__Selling Yourself in the Interview1 - Selling Yourself...

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