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.
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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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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