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
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...
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...
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.
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 ...