SPIN® Selling Skills - 3 day sales training course

SPIN® Selling Skills is the definitive course for consultative selling in a business-to-business environment. Over the past three decades, SPIN® has proved to be the most effective way to improve your sales success and deliver bottom line results.

Using SPIN® Selling Tools provide will provide you with:

· A set of tools that increase your sales effectiveness by reinforcing your use of SPIN®.

· A call planner that makes sure you 'think' SPIN®.

· A call report that allows you to import and modify call plans – information is only entered once.

· Help in identifying and avoiding likely objections.

· A Balance Model that quickly predicts the likelihood of sales success.

· E-learning that reminds you of the SPIN® approach and helps you use the call planner effectively.

· An application that runs on your desktop or integrates with your CRM system or contact manager.

· The ability to share the information across the team if integrated with your CRM.

Find out more about Huthwaite International and how this SPIN® Selling Skills course can help you here.

This SPIN® Selling Skills training course is designed for sales executives and sales managers, and additionally this course can be highly beneficial to engineers, technical specialists or sales support staff involved in the selling process or who may be exposed to selling opportunities in their work with customers.

In order to improve results SPIN® Selling is designed to cover the following areas:

· Basic principles of Behaviour Analysis – how it is used in research and skill development.

· Understanding your present selling style – are you a natural 'pusher' or 'puller'.

· The psychology of customer needs – Implied and Explicit Needs defined – what they tell you about the customer's state of mind – which needs predict success in the sale.

· Opening the Call – avoiding a 'canned' approach – establishing the right to ask questions

· The SPIN® Model for developing Needs:

o Situation Questions

o Problem Questions

o Implication Questions

o Need-payoff Questions.

· Demonstrating your Capability – the real definition of a Benefit – dangers of Features and Advantages.

· Objections – the myth exploded; they don't indicate interest or opportunity – how to prevent them – how to handle them.

· Low Reactors – how to identify them – why they are dangerous – how to handle them.

· Closing – why early, frequent closing is dangerous – the one, simple way to gain a commitment.

The cost of this SPIN® Selling Skills course is £1,450+VAT per delegate. Please contact us here for more information.

Huthwaite International: We can help you improve the sales performance of your business.

For over 30 years we’ve been helping businesses across the world deliver long term, tangible results through our behavioural change methodologies. Our approach works. It’s proved effective in all business sectors, and is also flexible enough to integrate into existing business processes.

Our approach is based on research into what effective sellers and negotiators do. We’ve spent decades learning which key behaviours deliver outstanding performance. This has been achieved by carrying out rigorous research, and extensive ongoing analysis of the behaviours of the very best sales and negotiation professionals. And it’s this unrivalled knowledge that enables us to meet our clients’ needs, and more importantly, help them meet the needs of their customers.

By identifying what separates successful people from their less effective peers, we can pinpoint effective behaviours and best practice and replicate them across all areas of your business. By positively changing behaviour, then instilling and reinforcing these changes until they become second nature, your people, and through them, your business, can reach and sustain new levels of success.

Our training methodology

We pride ourselves in the quality of our training delivery. Our trainers are handpicked, trained to the highest standard and subject to ongoing quality checks. They are passionate about what we do and how we can help your company.

This is how we develop skills:

· Plan for roleplays/simulations using the structure provided by Huthwaite planning tools and research-based models.

· Practise in roleplays/simulations which replicate real situations as closely as possible.

· Receive structured feedback, including direct comparison to best practice skill models.

· Reflect on performance and set target for next round of roleplay/ simulation.

Open Courses

Huthwaite open courses give individuals and small groups access to the world’s best sales effectiveness training. Our open courses are also used by larger organisations wishing to sample Huthwaite courses or as an alternative to in-house training where companies seek the benefits of their people mixing with delegates from other organisations.

Find out more about Huthwaite International and how their Sales and Negotiation training courses can help you here.