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Consultative Sales: 2-day

Huthwaite International
Course summary
Length: 2 days
Price: 1,250 - 1,450 GBP excl. VAT
Language: English
Course type: Open / Scheduled
Next available date: 24/01/2018 - London
Course Dates
24/01/2018   (English)
1,250 GBP
21/02/2018   (English)
1,250 GBP
21/02/2018   (English)
1,250 GBP
07/03/2018   (English)
1,250 GBP

Course Description

SPIN® Selling

SPIN® Selling Blended – 2-day blend of web-based knowledge and classroom-based integration in showing customers you can provide what they want

SPIN® Selling Skills is the definitive course for consultative selling in a business-to-business environment, equipping delegates with a tried-and-tested method to improve sales performance and deliver real bottom line results.

The highly interactive 2-day class event and web-based knowledge is designed to help delegates build the essential verbal skills needed to uncover customer needs and engage in value-driven, customer-focused, consultative sales conversations. With the ultimate goal of enabling them to secure more sales and higher margins, while shortening sales cycles and reducing objections, it covers key areas including:

  • The psychology of customer needs and decision-making
  • Influencing all members of a decision-making team
  • Using key behaviours in verbal interactions with clients
  • Producing increases in sales revenue
  • Enhancing customer satisfaction and loyalty

Combining trainer inputs with role plays and practical exercises, the course will encourage delegates to review their selling behaviours, compare them to the SPIN® model and develop an action plan for the future.

Download the course brochure here

Suitability - Who should attend?

This course is designed for sales executives and sales managers, but can also be  highly beneficial for 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.

Training Course Content

The course covers the following topics:

  • The psychology of decision making.
  • Opening the call.
  • Uncovering and developing customer needs
  • The SPIN® model:
    • Situation Questions
    • Problem Questions
    • Implication Questions
    • Need-payoff Questions
  • Demonstrating Capability.
  • Practical tools to analyse and organise a Persuasive Case.
  • Obtaining Commitment.
  • Objections – prevention and handling.


The cost of this course is £1,450 + VAT per delegate.

SPIN® can be delivered consistently in 29 languages.

**please contact direct for multiple booking discounts

In-House Training

Huthwaite also has extensive experience helping all kinds of businesses prosper by providing bespoke training solutions tailored to specific needs.

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Provider: Huthwaite International

Huthwaite International

Huthwaite International has been helping businesses across the world deliver long-term, tangible results through their sales-focused behavioural change methodologies for 40 years. Based on research into what effective sellers and negotiators do, their approach is based on the key behaviours...

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Contact information for Huthwaite International

Huthwaite International

Hoober House, Wentworth
S62 7SA South Yorkshire

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Reviews by course attendees

Julien   |   04/12/2017
well constructed methodology. I would recommend it to pretty much anyone.
Kate Hawgood   |   04/12/2017
I realise now what I need to do more of and why. This has made me rethink my approach to business development and how I can put a more formal process in place for the calls I make and really plan each one. The two days were really well structured with lots of information to take away and use in a real work environment. Guy was really good at...
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Darren Borg   |   01/12/2017
The course was very good and didn't disappoint at all. The instructor, content, activities, materials, venue etc were all excellent, worked well and didn't leave me unsatisfied at all. I think that if we had more time available, I would have liked the opportunity to speak and not only write a bit about applying SPIN to my own cases, however a...
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