SPIN® Selling Skills

Bringing real improvement to your sales performance

Huthwaite has a long track record for delivering real sales performance improvement. As a result we are confident we can show you how to make a real and lasting improvement to your results, no matter what your level of experience or current performance.

Huthwaite SPIN® is a best practice model of the skills used by successful salespeople derived from over 30 years of research, investigating over 40,000 sales calls, across 27 countries.

SPIN® Selling Virtual is a logical development of classic SPIN® training, taking into account current business requirements and the technologies that are now available to us.

Huthwaite SPIN® Selling Virtual builds the skills essential to success by helping you to:

• use a consultative approach to explore customer needs in depth, ensuring you fully understand the problems the customer needs to solve, how they impact on the business and what the best solution will be.
• develop greater value for the solution, so your customers can see the real benefits of adopting your product or service.
• develop a strong competitive position, to help win more business in a highly competitive environment.
• produce a significant increase in sales revenue and profitability.

Training design and methodology

SPIN® Selling Virtual enables delegates to access the programme from their own desk through a mix of virtual classroom, e-learning components and offline activities. It consists of five separate modules, each run on consecutive days, starting on Monday and finishing on Friday. Each module starts at 9.00 and finishes at 13.30, with additional time for homework, which can take from 45 to 75 minutes. These times are British times. Delegates located in other countries should allow for time differences.

The virtual classroom has plenary and breakout rooms so that trainers can provide input to the whole group or allocate delegates to smaller groups to do group exercises or paired roleplays in the breakout rooms. Delegates can receive group or individual feedback and have one-on-one conversations about the learning. In this respect, the experience is very similar to a traditional training course, except that each delegate can be in a separate office, town, country or even continent.

Overview

SPIN® Selling Virtual offers a highly interactive training experience. Knowledge and key concepts are delivered outside the virtual training room via e-learning. Delegates are sent electronic joining instructions and an electronic workbook.

Time in the virtual classroom is spent practising and applying the skills. It provides a more individualised learning experience as the trainerdelegate ratio is 1:4 compared to 1:12 in classic SPIN®. This allows the trainers to provide more personalised feedback to each delegate to support them in improving and developing their selling skills. Experience has shown that SPIN® Selling Virtual can achieve the same level of behavioural change and success outcomes as classic SPIN®.

On completion of the programme delegates will have a selling behavioural profile they can use to benchmark future skills improvement, an action plan and a course certificate.