SPIN®Selling

Worldclass organisations require their sales people to be well prepared, in-tune with customer needs, persuasive, behaviourally subtle, and capable of moving a conversation towards a positive customer commitment. SPIN® Selling gives your team all of those things and more.

SPIN® Selling is the heart of the SPIN® Suite. It will benefit you if you are in sales, business development or in some other customer-facing role, or you manage departments that are, and demonstrating value to a prospect or customer is an important part of what you do.

The SPIN® Selling programme has already helped businesses across the globe to improve their sales figures.

By the end of the SPIN® Selling Skills programme, participants will:

  • Understand the strengths and weaknesses of their present selling style
  • Be able to describe the psychology of customer needs
  • Understand how major buying decisions are made
  • Be able to influence all members of a decision making unit
  • Have demonstrated the key behaviours used by effective salespeople in their verbal interactions with customers
  • Have a framework for planning sales calls in terms of these behaviours
  • Have practised behaviours that greatly reduce the likelihood of objections
  • Have frequently and objectively measured their performance compared with the skilled behaviour
  • Modelled and created an action plan for continued development of the skills after the programme.

We believe that learning is doing, so the SPIN® Selling programme is highly interactive with formal inputs interspersed with high levels of delegate activity.

The programme is available as a comprehensive three-day classroom programme, a two-day blend of web-based knowledge and classroom based integration, or in a modular virtual format that allows participants from different parts of the world to participate in live training simultaneously.

It is usually delivered by one Huthwaite consultant for a maximum of 12 delegates (or 8 for virtual).

To maximise the return on investment from the programme our approach can, if you wish, incorporate the following activities in addition to the training itself:

  • Pre-programme consultation to customise programme content, roleplays and exercises
  • Pre-programme measurement of skill level to provide a benchmark for post-programme assessment
  • Integration with Huthwaite SPIN® Toolbox
  • Integration with client CRM
  • Training of, and alignment with, your Marketing function through SPIN® Marketing Workshops
  • Multi-lingual rollout across the world
  • Coaching and reinforcement, through SPIN® Coaching Skills and a variety of online or face-to-face integration tools and events.
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Contact us

For an informal chat please call us on +44 (0)1709 710081. Alternatively please use our contact form.
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