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Professional Training
4.6 (260 Reviews)

SPIN® Selling Skills

Huthwaite International, In Aarhus (+3 locations)
Length
3 days
Length
3 days

Course description

SPIN® Selling Skills

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

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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.

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Reviews

Average rating 4.6

Based on 260 reviews.
Reviews are published according to our review policy.
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Núria
4/5
11 Apr 2020
Excellent course and excellent teachers

it was an excellent course to review some aspects at which you will not pay the required attention when you visit a customer. It is important to ask the right questions to know ...

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Preetam Kumar
4/5
03 Apr 2020
SPIN Selling - Remote Course

Good course that was at the last minute delivered remotely due to COVID-19. Has given me a new perspective and structure for Sales Calls. Having some previous background working...

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Pablo Breva
4/5
03 Apr 2020
Lubrizol SPIN Selling online training

Great experience, the online sessions run smooth and there were no major technical issues. In spite of the fact it was online for Force Majeure reasons, I could catch most of th...

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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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