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Consultative Sales: 3-day

Huthwaite International
Course summary
3 days
1,450 GBP, 1,750 EUR, 12,500 DKK excl. VAT
English, German, Danish, French
Open / Scheduled
Next available date: 19/03/2019 - London
Rating: 4.5 (181 Reviews)
Course Dates
19/03/2019   (German)
1,750 EUR
11/06/2019   (German)
1,750 EUR
19/03/2019   (English)
1,450 GBP
09/04/2019   (English)
1,450 GBP
20/03/2019   (Danish)
12,500 DKK
17/06/2019   (Danish)
12,500 DKK

Course description

SPIN® Selling

SPIN® Selling Skills - 3-day course 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 3-day programme 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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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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Benjamin was brilliant! Best teacher ever
Kylie Fowler
Really enjoyed the course and got a lot out of it.# The theoretical framework provided and the practical roleplays were the two most valuable elements for me. The trainers were both good, particularly Shaun. Overall I would definitely recommend this to anyone who needs to develop their sales skills. Kylie
Stewart Howell
A very good but intenseive 3 day course. Although I attended the course in the late 1990 I had forgotten some of the very principles that made SPIN such a great tool. I hope that this refresher will enable me to engage fully with modern selling principles and that this refresher will improve my sales outcomes.
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Consultative Sales: 3-day
Course rating
Based on 181 reviews
Be Inspired - watch the videos