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The best salespeople are well prepared and confident. They ask the right questions, and know what the customer needs at each stage of their buying journey, enabling them to move confidently towards a sale.
Based on decades of observation and research into customer behaviour, Huthwaite International’s SPIN Selling training programme aligns salespeople to a tried and tested methodology. Our SPIN sales course is essential training for individuals in sales, sales management, business development or in a customer-facing role where demonstrating value is essential.
For over 40 years, Huthwaite International has been transforming how world-class organisations in various sectors, view and interact with their customers. Our interactive SPIN sales training courses equip your sales team with the verbal behaviours and conversational toolkit needed to create value, generate more sales and reach higher levels of customer satisfaction.
Build a coherent approach to creating value for customers
Understand how major buying decisions are made and increase levels of customer satisfaction
Practice the behaviours and hone the skills proven to greatly reduce the likelihood of customer objections
Measure the performance of your sales team against the successful behaviours you’ve learned, and continually improve your sales performance.
Apply tried and tested sales methods to shorten sales cycles, and increase sales at higher margins.
Our SPIN sales training courses give you a set of core verbal skills that allows salespeople to identify and develop needs effectively while demonstrating value to the customer right away
Using the SPIN methodology ensures every interaction with a customer is insightful and compelling – this offers higher levels of customer satisfaction, loyalty and retention
SPIN introduces objective, incontrovertible criteria for measuring the success of each customer interaction against the planned outcome, and to provide the evidence from within the SPIN toolkit
The SPIN methodology ensures every interaction is useful and valuable to the customer, ensuring sellers have the opportunity to exceed customer expectations at every stage of the Buying Cycle™
SPIN skills enable salespeople to move away from product-driven sales pitches so they can engage in customer focussed, value-driven, consultative sales conversations
SPIN helps your customers create their own vision of what a successful sales outcome should look like – this will give you shorter sales cycles and a common language to analyse, plan and report sales activities
Our ongoing research into customer behaviour means our SPIN Selling methodology has evolved, allowing us to expand our training offering to other key areas in your business:
Reconnect sales and marketing by harmonising the way your teams think about their customers.
Learn how to confidently coach others on SPIN principles in this immersive course.
Learn how to maximise complex sales opportunities through a focus on the journey customers make in arriving at a major buying decision.
Although customer behaviours have changed over the years and are always evolving, SPIN Selling continues to be the most iconic and revered sales methodology in the world - used by 30% of the top 100 biggest companies in the world (Forbes), as well as smaller organisations who find SPIN equally accessible and supportive for their sales teams.
Over the past four decades, SPIN selling has proven to be the most effective way to improve sales success and deliver bottom line results.
SPIN Selling was developed here at Huthwaite International - our unique research involving the observation of some 40,000 business to business sales interactions reveals exactly what successful sellers do. Asking people what they do is never as authentic as observing what they do and we continue to research, challenge and evaluate our original findings. The key to successful selling is not down to gimmicks or tricks, but the result of measurable, trainable behavioural patterns.
Simply following a formula doesn’t reflect real conversations - especially when it’s increasingly uncommon that an entire sale will happen in one discussion. With longer buying cycles and complex purchasing decisions, it’s more important than ever before that salespeople do their research to determine where their prospect is positioned in the buying cycle.
For example, if a prospect is actively looking at suppliers, this indicates that they are further along in their buying cycle - meaning that more obvious Situation questions are redundant at this stage. Asking these kinds of questions could have a negative effect on your progress and send your prospect into the arms of another supplier.
This is especially true in the current climate; in the years since SPIN selling was created, we’ve been able to gain crucial information about our customers online, meaning that certain questions don’t need to be asked anymore - such as company size, for example. Understanding the SPIN model and how to apply it to your individual prospects is key to using the methodology to your advantage.
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.