SPIN® Selling at Huthwaite International

World class organisations require their sales people to be well prepared, in-tune with customer needs, persuasive, behaviourally subtle, and capable of moving a conversation towards a positive customer commitment. Huthwaite International’s SPIN® Selling programme, gives your team all of those things and more.

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Essential training for: those who are in sales, sales management, business development or a customer-facing role, where demonstrating value to a prospect or customer is an important part of what you do.

SPIN® Selling is the heart of the SPIN® Suite and a key aspect of our sales training programmes. It helps businesses across the globe to improve their sales figures time after time.

Why invest in SPIN® Selling?

Companies can spend billions on improving employee performance, yet not all of them link the investment to increased profits. Find out how Huthwaite’s SPIN® Selling programme can work with you and your business to measure ROI.

What to expect from your SPIN® Selling programme

By the end of the Huthwaite International SPIN® Selling programme, participants will:

  • know the strengths and weaknesses of their present selling style
  • be able to describe the psychology of customer needs
  • understand how major buying decisions are made
  • be able to influence all members of a decision-making unit
  • be able to demonstrate the key behaviours used by effective salespeople in their verbal interactions with customers
  • have a framework for planning sales calls in terms of these behaviours
  • have practised the behaviours that greatly reduce the likelihood of objections
  • objectively measure their performance compared with the skilled behaviour profile
  • model and create an action plan for continued development of skills on the job.

SPIN® Selling delivery options

SPIN® Selling is available through a range of options to suit your business needs. Each path is designed to provide you with a comprehensive learning journey to optimise skill transfer and give maximum return on your investment.

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SPIN® Selling: blended learning solution

For teams who need to optimise seller time, this fully blended learning solution ensures sellers will:

  • acquire key concepts through state of the art online modules
  • practise skills with expert facilitators who provide feedback in a 2-day classroom* event
  • use digital tools, reinforcement materials and videos to support on the job implementation and further learning.

*The classroom element can be replaced by a virtual classroom which comprises 5 sessions involving 2 to 3 hour live online modules.  Participants join in the live sessions from wherever they are in the world.

SPIN® Selling: complete classroom experience

For teams who want an in-depth experience, the programme is available as a complete classroom experience. Sellers will:

  • be immersed in intensive group work and role plays
  • receive feedback from our expert facilitators to optimise learning
  • experience a high-energy programme delivered over 3 consecutive days.

SPIN® Selling: collaborative approach

For teams wishing to enrich their learning experience over an extended period. Sellers will:

  • receive support through internal enablers who will coach and mentor them while they learn with and from their colleagues
  • complete a comprehensive series of assignments and tasks over a 7-week on the job learning experience
  • take part in both classroom and virtual skills sessions where expert facilitators provide feedback, to build confidence and encourage sustainable behaviour change within a whole team.

SPIN® Selling customisation options

To maximise the return on investment from the programme our approach can, incorporate the following activities in addition to the chosen learning activities:

  • Bespoke design of programme content, roleplays and exercises to focus on your customers, products and markets
  • Initial benchmarking to define the start point for each participant and support development objectives
  • Integration of Huthwaite SPIN® Tools into your processes and sales systems, including your CRM to objectively measure and review sales progress
  • Specially designed alignment workshops for your marketing team to equip them to support your SPIN® trained sales team
  • Multi-lingual roll-out across the world through our exemplary network of Huthwaite trainers in more than 23 languages to provide a unified experience with a local understanding
  • Follow up sessions, development reviews, coaching workshops and additional reinforcement tools to deliver the best ROI and further support implementation of SPIN® Selling skills on the job.
Book a free consultation with a sales training expert. Learn how you can improve your sales performance.