SPIN Selling™ is a practical, hands-on program developed from Huthwaite’s groundbreaking research of effective selling. Based on today’s best validated models for business-to-business selling, the program uses an innovative design that not only develops skills but makes sure that they stick.

WHO SHOULD ATTEND

SPIN Selling™ is for companies who realize that coercive and manipulative tactics do not work in the market; who know that they can’t succeed with “one size fits all” presentations and must find ways to differentiate their offerings; who sell to senior executives, buying committees and end-users; often all at the same time and in the same account. It is for those companies with a complex sales cycle, whose products and services may be sophisticated and expensive. It is also for companies involved in team selling, who need a common sales program and language for driving productivity again.

WHAT THEY WILL LEARN

SPIN Selling™ is an intensive selling skills program which incorporates a sales methodology that will help companies develop profitable relationships with buyers in difficult or complex sales markets. It uses a powerful process that raises the performance level of sales teams.

SALESPEOPLE WILL LEARN HOW TO:

• Uncover their offerings with high impact, avoiding “feature dumps”
• Differentiate their offerings from the competition, even in a commodity environment
• Win business without discounting
• Make credible sales calls at senior executive levels