SPIN^® Selling Skills

The programme has been developed to match the preferred learning style for many people in the sector who respond positively to conceptual models followed by practice rather than to an incremental learning approach.

SPIN^® Selling Skills is particularly appropriate where there is a need to develop a consultative selling approach. The course has an excellent track record for both increasing sales and for raising customer ratings for the quality and ethical nature of the relationship.

Despite the long history we still conduct research to ensure the skills we are training are valid today. Recent project results show that SPIN^® is just as capable of producing measurable results today, as it was when we started. We continuously update our designs and delivery mechanisms so that SPIN^® can be delivered in the most appropriate way to meet our clients' needs from e-learning modules to internal trainer training.

Account Strategy for Major Sales

This programme develops skills and strategies for high value major account sales where there is a need to develop and maintain strong, long- term customer relationships in the face of competition. The programme explores the psychology of the buyer's decision- making process and the skills needed to influence each stage of that process. It is particularly relevant in selling situations where a wide range of people, from users to senior managers, need to be influenced.

Unlike most strategic selling programmes, which focus on planning and strategy development, our programme goes beyond this to develop the skills needed to implement the strategy.

Clients using this course have reported significant increases in account penetration and an ability to strengthen their position against competitors.

Major Account Development and Key Account Management

This programme examines the high level skills and strategies needed to develop deeper, broader and more profitable relationships with selected major clients. It helps senior management, key account managers and the client sales team to select which accounts to invest in, determine how to create value beyond products and services, and develop relationships in the right way, at the right level and with the right people- including those at the very top.

Negotiation Skills

This programme uses models for planning for and conducting negotiations which have been developed from the largest field based research project into negotiation skills we know of. The programme has been widely used by Financial Services clients for developing skills for both negotiations with customers and partners or intermediaries. It is especially relevant in situations where there is strong competition and heavy price pressure, leading to concession making to win the business. Our clients' tell us this course is without equal for developing face- to- face negotiation skills.

Persuasive Sales Presentations

Based on persuasion and buyer psychology research this 'hands-on' workshop helps salespeople to develop and present persuasive sales presentations whether in pursuit of a specific sale or to a wider market audience. We believe this programme is unique in that it focuses on all the elements needed to make a successful sales presentation not just the skills of the presenter. The level of feedback allows delegates to identify areas where they need to improve and to measure the degree of improvement over the programme.

Effective Sales Proposals

This workshop addresses the most neglected area of skills development in the financial sector and one, which has the potential to offer almost instant returns on the training investment. The programme helps delegates to conduct an analysis of an existing proposal to identify its strengths and redress its weaknesses. The approach can be embedded into the organisation through the construction of a proposal template. The level of improvement which can be generated and the enthusiasm with which delegates embrace the new approach has impressed clients who have implemented it.

One senior manager's reaction to the programme was that it " Lit a fire under us".

Effective Social Influencing

For people who see selling as an extension of the social discussions they have with clients and wish to make such contact more purposeful. This programme focuses on developing a positive attitude to using social contact or hospitality events as a key element in developing client revenue, and introduces the skills needed to support such a change in approach.

Effective Social Influencing was first developed for the Financial Services sector and has an excellent track record for improving the return on the investment made in corporate entertainment, whilst at the same time maintaining a balance between client influencing activity and hospitality. We believe this programme has particular relevance for organisations wishing to develop a consultative, client focused sales approach.

SPIN^® Marketing Workshops

This programme is aimed at those who believe marketing means more than glossy brochures. It is based on Huthwaite research into the arena of marketing communications and product launches. The programme can help any organisation to produce persuasive marketing materials that increase client responses and support selling activity. It has also proved to be a valuable tool for integrating the marketing and selling approach to customers.