SPIN® Selling Skills
Built upon a research of 35,000 sales calls, the SPIN® method is the most direct answer to two questions:
This is one of the few trainings which are not limited only to discovering necessary sales behaviors, but also changes the participants’ basic habits, replacing them with a successful model.
Key messages
- The customer and his/her needs are always at the heart of the sales process.
- The needs are different in terms of intensity and orientation: Implicit Needs, Explicit Needs.
- For the purchase to take place, the customer must answer two fundamental questions: „What is bad now” and „What would I have to gain if I changed anything?”.”
- Opening of the sales call: it is not a formula, but a skill.
- The seller acts on the customer’s perception: how big is the problem in the current situation and how valuable is the solution?
- The capability must be proven by means of benefits. A benefit is the answer to an explicit need.
- The statement „objections are a good thing” is a myth. How do we avoid and handle them?
- The most difficult customers are those with no reaction. What do we do about them?
Training topics
- Psychology of the customer’s needs: Implicit Needs and Explicit Needs;
- Circumstantial questions: clarification of data and facts;
- Problem-related questions: identification and clarification of the problem;
- Implication questions: amplification of the perception on the problem ;
- Need Pay-off questions: exploring the value of a possible solution;
- Benefit – the strongest behavior of a salesperson;
- Objections: why they arise, how we avoid and handle them;
- Customers without a reaction: traps we can avoid.
Expected results
- Correctly and fully understanding the customers’ needs;
- Increase of the transfer ratio from prospects to customers ;
- Increase of the average sales volume per client;
- Use of the strongest behavior in sales: benefit as a response to an explicit need;
- Standing out of the group of mediocre salespersons, by using implication and need pay-off questions;
- Substantial reduction (50%) of the number of objections received;
- Avoiding the traps of a buyer without a reaction ;
- Creation of conditions for the development of long-term trust relationships ;
- Increase of morale: success-oriented attitude.
Methods used
- Behavioral analysis;
- Role-plays;
- Analysis and feedback;
- Presentation;
- Tests.
Duration: 3 days
Number participants: 8 -12
Fee/person: 1,500 EUR
Location: Bucharest
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SPIN® Selling Skills is one of the trainings included in the Strategic Sales Certificate.
The level covers the strategic sales skills required by high-value sales professionals or by key account management. In order to obtain the certificate, one needs to go through four training programs, followed by a test and one hour of consultancy free-of-charge.
In addition to SPIN® Selling Skills, this level also includes the following trainings:
Huthwaite Negotiation Skills®
The critical role of negotiation in business relationships cannot be denied: the negotiation is the process concluding a high-value sale and actually determining the profitability for the salesperson. Furthermore, the negotiation is the process by which the business partnerships either evolve to mutual profitability or slide towards resentfulness. The training proposes a series of behaviors by which the salespersons can not only increase the profitability of the agreements, but also make sure that the negotiation partner is satisfied with the result, thus opening the way to a long-term successful collaboration.
Account Strategy for Major Sales
Account Strategy for Major Sales is recommended to sellers engaged in complex sales processes, with a long sales cycle, which involve several persons in decision-making, intense competition activities and higher risks, perceived as being associated with the purchasing decision.
Those programs are exclusively delivered in Romania by the Sales Academy and is certified by Huthwaite International.
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