PROGRAMME OVERVIEW
SPIN Selling is a revolution of traditional selling methods. Often misinterpreted as a selling technique, SPIN selling is a type of communication-focused sales methodology which trains the sales professionals to ask the right questions which gets the prospect to acknowledge that your product/service is the solution that they need. This question-based approach is designed to help sales professionals engage effectively, build trust, uncover their needs, and help them arrive at a solution for their problems. If used properly, SPIN selling can greatly accelerate your sales results!
TARGET AUDIENCE
Key Account Managers, Sales staff
DURATION
2 days
CONTENTS
- The psychology of sales
- The 4 stages of a sales call
- Introduction to SPIN Selling model
- Key pointers to note
- The Science behind SPIN Selling
- The 4 pieces to SPIN Selling
- The SPIN sequence of questioning
- Obstacles to using SPIN Selling
- Understanding Customer’s Needs
- Managing Objections
- Closing Techniques
- Using SPIN Selling for modern day sales
- Turning theory into practice – the 4 golden rules for learning skills
- Winning Edge Principle for accelerated improvement of selling skills
- Conclusion
The curriculum is empty
