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Consultative Sales: 2-dayHuthwaite International
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.
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
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 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...