SPIN Selling offers a framework for structuring sales conversations to uncover and develop needs and build value for your products and services. Overall, adopting the SPIN methodology will give you:
- More sales at higher margins
- fewer customer objections
- a coherent approach to creating value
- higher levels of customer satisfaction
- shorter sales cycles
- a consistent sales approach.
The Huthwaite SPIN sales training programme is for you if you are:
- Looking to demonstrate value to a prospect or customer and improve sales performance
- a sales or business development professional looking to adopt world class selling skills
- a sales leader looking for a consistent sales methodology that all your team can adopt
- in a role that has touch points with customers or clients and can help to advance the buying process - pre-sales consultants, inside sales, project managers, technical consultants and engineers.
Training delivery – the choice is yours
As part of the 7-week SPIN learning journey you can choose to take part in face-to-face or virtual classes.
Classroom SPIN Selling - for many clients and for various reasons, face-to-face, facilitator-led training is still the best solution for their learning needs. In our busy working days, offering a two day learning intervention away from desks where you have fewer distractions and can fully focus on the live training, presents a really valuable experience and high impact outcomes.
Virtual SPIN Selling – for clients who want training to fit in with their working schedule, SPIN Virtual is delivered in focused 4 x 3.5 hour sessions over two weeks, allowing you to organise your learning around your work commitments and practice skills in-between your virtual instructor-led sessions.
Following on from the successful verbal behaviours acquired in our world-renowned SPIN Selling programme, sellers who are involved in large and complex sales will benefit from our SPIN Opportunity Management training. Here you will learn and practice the insights, tools and techniques needed to successfully navigate your accounts.
The SPIN Opportunity Management sales training programme is specifically designed to help you win business in large, long and complex sales involving multiple decision makers. By the end of the programme you will know how to:
- Reach and influence key decision making customers
- influence their decision criteria in your favour
- use tools to help plan and develop account tactics
- prevent losses late in the sale
- analyse competitors and strengthen your position
- increase sales revenue and profitability.
Huthwaite’s SPIN Opportunity Management course is for you if you are:
- a Sales Executive or Account Manager responsible for increasing lifetime customer value
- a sales professional who manages long-cycle sales that involve multiple decision makers
- looking for a common, proven sales methodology.
Training delivery
Virtual SPIN Opportunity Management – for clients who want training to fit in with their working schedule, our virtual training is delivered in focused 4 x 4 hour sessions over two weeks, allowing you to organise your learning around your work commitments and practice skills in-between your virtual instructor-led sessions.
Our Essential Negotiation programme examines the main elements that can make negotiations fail and offer the strategy and behaviours needed to adopt best practice - resulting in world class negotiation skills. planning and a unique behavioural success model. Overall, adopting our negotiation skills will give you:
- The skills and tools to negotiate more profitable deals
- the ability to identify how and where you can improve margin
- the ability to sustain good relationships with customers and/or suppliers
- a common language and coherent approach to managing the negotiation
- sharper skills and more confidence when dealing with difficult deals/people
- more successful outcomes in both virtual and face to face negotiations.
The Essential Negotiation Skills training programme is for you if:
- you or your team are involved in regular or routine negotiation scenarios, where improved skills can make a big difference to the outcomes
- you regularly negotiate around a relatively small range of issues , who do so quite frequently and often deal with another party in the form of a one-to-one conversation.
Training delivery
Classroom Essential Negotiations - for many clients and for various reasons, face-to-face, facilitator-led training is still the best solution for their learning needs. In our busy working days, offering a two day learning intervention away from desks where you have fewer distractions and can fully focus on the live training, presents a really valuable experience and high impact outcomes.
Virtual Essential Negotiations – for clients who want training to fit in with their working schedule the programme is delivered in focused 4 x 3-hour virtual classes and 2 x 90 mins feedback sessions over two weeks, allowing you to organise learning around your work commitments and practice skills in-between your virtual instructor-led sessions.
Through our Complex Negotiations programme you will gain insights and skills to understand what is really important in your negotiations and how to secure the best outcome, through direct experience of strategy, tactics, preparation, planning and a unique behavioural success model. Overall, adopting our negotiation skills will give you:
- More profitable deals
- skills to manage the negotiation
- improved processes
- the ability to identify where and when your organisation has leverage
- a common language and coherent approach
- understanding where power lies and how to deal with it
- the confidence to deal with difficult deals/people.
The complex negotiation skills training programme is for you if:
- You or your team participate in major negotiations where the issues are not straightforward, and the risks are perceived as high
- you are part of a team or a principal negotiator, as buyer or seller – or have a role in intra-company negotiation
- delegates that attend this course typically hold positions such as buyers and professional procurement consultants, as well sales negotiators.
Training delivery
Virtual Complex Negotiations – for clients who want training to fit in with their working schedule the programme is delivered in focused 4 x 3-hour virtual classes and 2 x 90 mins feedback sessions over two weeks, allowing you to organise learning around your work commitments and practice skills in-between your virtual instructor-led sessions.
The Open Academy offers a structured and extended learning journey that combines the world-renowned SPIN Selling, SPIN Persuasive Proposals and Presentations and SPIN Refresher. This approach gives you:
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More sales at higher margins
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Shorter sales cycles
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Fewer customer objections
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Persuasive and consistent messaging using SPIN
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Increased customer satisfaction
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A consistent, cross-business sales strategy.
The Open Academy is for you if:
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You’re a sales leader looking for a consistent sales methodology that all your team can adopt
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Looking to demonstrate value to a prospect or customer and improve sales performance
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You truly want to embed new skills and achieve sustainable behaviour change
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You want to create persuasive content that supports your sales efforts.
Training delivery
The Open Academy programmes are delivered in focused virtual sessions over a period of 9 months, including:
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4 x 3.5-hour SPIN Selling virtual sessions over a two-week period
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2 x 4-hour sessions for SPIN Persuasive Proposals & Presentations
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1 x 4-hour session of SPIN Refresher – Dealing with Objections
This allows you to organise your learning around your work commitments and practice skills in-between your virtual instructor-led sessions.
