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SPIN® Selling Skills - In-house Training

Huthwaite International
Course summary
3 days
United Kingdom
Next available date: Contact Huthwaite for more details. - United Kingdom
Corporate Training for Teams

Course description

SPIN® Selling

SPIN® Selling Skills - In-house Training

This SPIN® Selling Skills course from Huthwaite is the definitive course for consultative selling in a B2B environment, equipping delegates with a tried-and-tested method to improve sales performance and deliver real bottom line results.

The interactive programme has been designed to give delegates the skills that will help them 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, the course covers key areas such as:

    • 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.


This in-house course can be brought to your company premises and whenever possible delivered by a Huthwaite Consultant with experience in your specific industry.

Contact Huthwaite for more information and pricing details.

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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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Average rating 4

Based on 3 reviews

Rachel Lovegrove
I found the course interesting and very educational for my new role in sales from nursing . It was well structured and delivered and whilst I need practice it has given me all the tools to build my confidence in the new role
Iain Kelly
I thought that the course was very good. Having been on a couple of sales courses i was worried that it would just be the same but with a few changes. However I really liked the structure and the flow of the technique, i think it makes the call much more of a conversation which suits mys style.
Stephen Hart
A very informative course with a different slant to selling. Trainer Claire helped the course be educational but also fun.
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Course rating
Based on 3 reviews
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