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There are many issues salespeople need to consider when navigating a complex sale - price pressure, competition, procurement practices and incumbent suppliers, - to name but a few. These issues often lead to longer and more complicated sales cycles.
The SPIN Opportunity Management programme gives salespeople the insights, techniques and strategies to deal with larger and more complex sales. The most skilful sellers understand that a longer or more complex sale brings with it the opportunity to establish relationships that live on beyond a single sales cycle and into the next.
Gain an understanding of how to influence the key customers involved in the decision-making process
Learn how to analyse your competitors and strengthen your position against them
An understanding of how to influence their decision criteria in your favour
Learn where you are in the opportunity, plan what to do next and develop the tactics to do it
Develop strategies to produce a significant increase in sales revenue and profitability
Understand the methods for preventing losses late in the sales cycle.
Mapping out the decision-making unit will show you who to speak with, in what order and about what issues.
Ability to describe the psychology of customer needs, demonstrate a proactive win strategy and be better prepared to handle the competition.
Understand how customers evaluate competitive offerings and how you can influence their decision guidelines in your favour.
Ability to record and describe progress in the opportunity with clear objectives around what to do next and develop tactics to do it.
Come away with the tools for analysing and handling the competition by maximising your differentiators and minimising theirs.
Fully understand the psychology of complex buying behaviour and how to influence decision criteria in your favour
Learn methods for preventing losses late in the sales cycle.
A flexible, robust virtual classroom experience that eliminates the need for travel and has all the key features of a physical classroom environment.
An engaging, personal classroom experience that encourages deep focus, with face-to-face, facilitator-led training.
Each SPIN trainer must be officially licensed and regularly monitored in order to ensure they can combine our unique methodology with a high quality, consistent learning experience.
Our ongoing research into customer behaviour means our SPIN Opportunity Management methodology has evolved, allowing us to expand our training offering to other key areas in your business:
Provide effective solutions for customers by building persuasive case around their individual problems.
As trained practitioners, sales teams can use best practice to navigate and manage their client accounts to:
gain better access to the real decision makers and present a persuasive business case
understand how decision making units operate and respond appropriately
navigate the decision making unit more effectively
demonstrate a proactive win strategy and be better prepared to handle the competition
have a clear overview of the status of the opportunity and a progression formula
eliminate late-cycle concerns.
Businesses benefit from SPIN Opportunity Management training in significant ways including:
transparent opportunity management, monitoring and direction
long-term profitable customer relationships
reduced cost per sale.
Our world-renowned research, insights and development approaches are delivered via a synchronous, live training experience with all the key features of a physical classroom, coupled with the space to practice and master skills learned between activities.
Participants will experience:
expert virtual trainer presentations delivered in focused sessions
lively peer group discussions
interactive elements during sessions to check learner knowledge
virtual breakout groups for simulation work allowing for skills practice
simulation review and discussion around real world implications
how to incrementally build and execute an effective complex sales campaign
how to map the decision making unit
how to find and interact with various key players within an account
how customers arrive at the decision criteria they use
how to influence the criteria in their favour
the principles of competitive advantage
how to influence customers decision guidelines in your favour
why sales stall close to the decision
why selling skills don’t help you at this stage
how to resolve concerns to your advantage
customer concerns about risk.
Presenting and delivering interactive online sessions requires very specific skills that Huthwaite facilitators have developed over years of delivering virtual training. All Huthwaite facilitators have experience of delivering virtual classroom programmes to companies of all sizes.
Currently, our programme can be easily delivered on two virtual platform technologies, Zoom and Webex Training. At the beginning of every programme, we ensure participants get the best, most enjoyable experience possible from our virtual training with a crucial orientation session that ensures they fully understand the interaction tools and can experience the virtual environment in full.
Our digital collaborative platform includes an onboarding module which ensures participants can fully engage on the platform and appreciate the learning experience together.
Unlike the face-to-face classroom, it is hard for participants to focus on a virtual programme for three solid days which is why we reimagined our entire SPIN Opportunity Management learning journey for the virtual world. Access to digital learning resources offer various activities that take around 20-30 minutes in preparation for the timetable of virtual sessions which last a maximum of 4 hours each.
We can assist with all aspects of organisation including clear instruction around timings and participant expectations as well as tips on how your teams can make the most of their virtual and digital experiences.
Our sales, negotiation and communication methodologies are the most researched and validated in the world.
Backed by ongoing scientific research, adapting to changing customer behaviour.
Truly international, teaching SPIN Marketing behaviours to leading organisations across the globe.