Agile > Spin Selling

Spin Selling

Objectives

Traditional sales training does not take into account the difference between a simple and complex sale. Research shows that significantly different skills are required by each type of selling. While most sales training focuses on making a success of the sales person who is product or service-oriented, the most successful sales person is ultimately consultative in practice and customer-oriented.
This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the consultative selling processes. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

Target Audience

Managers levels

Methodology

To change your direction, shift your thinking. However long ago you learnt to ride a bicycle, it’s likely an experience you’ve never forgotten. The skill remains with you today. When was your last corporate training program? How much of what was learnt is actively applied in your business today? Are all that remains the workshop manuals left on your shelf?

Our programs are initiatives that last. They encourage new ways of thinking. They open up ways to create extraordinary achievements. We believe individual behavior and attitude contribute significantly to the overall excellence of your organization. So we focus on what really matters.

Our unique methodology of combining experiential, instructional and discovery learning, and supported by modern coaching technology, creates powerful shifts in attitudes and behavior that will encourage sustainable change in your organization. These changes make an impact on results where it matters.

In our programs, you can expect an extensive use of case studies, debriefing, dyads, facilitated coaching, feedback, games and activities, group discussions, lectures, psychodramas, simulations, story-telling and structured instruments.

FRAMEWORK AND IMPLEMENTATION

Our unique experiential framework and implementation empowers you to:

Build and strengthen customers’ relationship with professionalism
Develop your personal unique consultative selling style
Employ effective communication skills to different types of customers
Enhance listening skills and powerful non-verbal skills
Gain long-term commitment to purchase the product or services
Identify origins of your consultative selling behaviors and remove limiting beliefs about consultative selling
Implement beliefs that build confidence in consultative selling
Overcome objections effectively
Present your ideas and solutions persuasively
Sell with certainty
Take action to develop a resolute consultative selling mindset and ethics in encouraging the development of a customer-oriented selling culture
Understand and employ the selling and buying process effectively

Course Modules

Module 1: Overview
Module 2: Focus On Buyer Needs
Module 3: SPIN – Situation Questions
Module 4: SPIN – Problem Questions
Module 5: SPIN – Implication Questions
Module 6: SPIN – Need-payoff Questions
Module 7: Demonstrating Capability
Module 8: Sharpening Your Skills

Get To Know The Trainer

Trainer Philip

Philip who has over 25 years’ corporate and entrepreneur experience, holds a Master of Management joint degree from The Wharton School, J.L. Kellogg Graduate School of Management and Chulalongkorn University (Thailand). He also graduated recently from Ken Wilber’s Integral Institute, USA and is a member of the International Coach Federation.

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