SPIN® PRO SERIES

Strategic SPIN®

This programme presents an opportunity to enhance your SPIN® selling skills by understanding who and how to influence in complex sales opportunities with multiple stakeholders. Following this programme, you will be able to:

• Describe how sales strategy impacts selling activity
• Differentiate and explain the real importance of buying roles as opposed to job titles
• Create persuasive value propositions targeted at specific accounts
• How to influence the criteria in their favour
• Competitive analysis
• Describe the three foci that occur within the buying process
• Describe the aims and risks associated with each focus
• Maintain momentum in a prolonged sales process.

SPIN® Persuasive Proposals

An opportunity to extend your SPIN® selling skills to your written proposals for prospects and existing accounts alike. Following this programme, you will be able to:

• Demonstrate an understanding of the purpose of a proposal document and the objectives it should achieve
• Gain valuable insights into why some proposals hinder rather than support the journey to successful outcome
• Create a proposal appropriate to the customer’s position on the Buying Cycle
• Describe the elements which make successful proposals persuasive and plan to make your own written communications with customers more persuasive
• Evaluate and plan to improve your own sales proposals.

SPIN® Persuasive Presentations

An opportunity to extend your SPIN® selling skills to your presentations for prospects and existing accounts alike. Following this programme, you will be able to:

• Create presentations that do justice to your client conversations by integrating them closely to your clients’ world
• Evaluate your existing presentations to maximise their persuasive impact
• Focus your customer on the value you bring by emphasising how you meet their requirement
• Present persuasively to anyone, wherever they are in the decision-making process.