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Consultative Sales: 2-day

Huthwaite International
Course summary
Length: 2 days
Price: 1,450 GBP excl. VAT
Language: English
Course type: Open / Scheduled
Next available date: 05/09/2018 - London
Course Dates
London
05/09/2018   (English)
1,450 GBP
26/09/2018   (English)
1,450 GBP
24/10/2018   (English)
1,450 GBP
21/11/2018   (English)
1,450 GBP
12/12/2018   (English)
1,450 GBP
23/01/2019   (English)
1,450 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.

Expenses

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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About provider

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 info

Huthwaite International

Hoober House, Wentworth
S62 7SA South Yorkshire

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www.huthwaite.co.uk


Reviews

Jessica Dumbell   |   01/06/2018
An extremely informative couple of days. The trainer, Jane Ford, was engaging, positive and motivational, which encouraged participation and openness. The course material was relevant and there was a good mix of theory and practical activities. Would highly recommend this course.
          (5)
Lizzie   |   01/06/2018
Great course, very clear and informative.
          (4)
Liam Lambert   |   01/06/2018
The trainer was very friendly and good at imparting the course information, and the course was overall very useful. Some of the forms were a little bit complex and the task information was a little unclear at times.
          (4)