SPIN 2.0 Solution Sheet

SPIN 2.0 Solution Sheet

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  SPIN® 2.0 Selling SPIN®Selling 2.0 The SPIN® 2.0 an acronym for a questioning model that sell- ers use to uncover and develop the needs of customers. The four types of questions—Situation, Problem, Implication, and Need-payoff— form a powerful questioning model that you can successfully use during the all-important investigating stage of the sales call to help develop customer needs. We know that the SPIN® 2.0 question types will work for you because we developed them by watching successful sales- people in action. The SPIN® 2.0 Selling solution is a practical, hands-on pro- gram developed from Huthwaite’s groundbreaking research into effective selling. Based on today’s best-validated models for business-to-business selling, the program uses an innova- tive design that not only develops your skills but also provides the tools you need for ongoing reinforcement. SPIN® 2.0 Selling will provide you the skills necessary to: • Uncover your customers’ business problems and take on a more consultative role • Present your offerings with higher impact • Get your customers to commit taking action in moving the sale forward • Differentiate your offerings from your competition • Make successful sales calls to your senior-executive-level clients “By using Huthwaite principles, our sales team now un-covers new customer needs that were before undeveloped. These needs have resulted in new revenue and stronger relationships with our customers.” — Jason Kissell Executive Director , Advertising Strategy Upon completion of the SPIN® 2.0 Selling program, you will be able to: • Understand your customers’ real business issues • Help your customer see the seriousness of their issues • Amplify the value of a potential solution to your customer in a way that favors your offering • Demonstrate how your offering clearly meets your customer’s stated needs • Manage your sales processes more effectively • Overcome the “no decision” dilemma your customer maybe facing www.huthwaite.com ©2012 Huthwaite, Inc.
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  The Aberdeen Group’s Huthwaite’s Public 2011 research on sales Workshops Huthwaite’s Public Workshops training showed that impart the skills, tools and Huthwaite customers strategies you need to gain the competitive edge. These out-performed all other dynamic workshops give you firms surveyed in team and your sales people the springboard to maximize sales attainment of quota, skills, shorten sales cycles and customer renewal rate close more business. and lead conversion rate. Huthwaite Offerings Delivery Options SPIN® Selling – Proven method- This is a two day, participatory program with frequent ology to improve sales perfor- opportunities to practice the skills and behaviors that lead mance to sales success. Winning Sales Strategies™ – Get Here’s how you can take part in our programs: tools for analyzing competitive • Attend one of our regularly scheduled public workshops account positions (includes Integrated Learning Experience) Buyer Focused Marketing™ – • Have a customized on-site session delivered for your team Create customer demand by (includes Integrated Learning Experience) resonating, motivating and • Participate in our Train the Trainer program differentiating Reinforcement and Integration with CRM Negotiating Skills™ – Using the most sophisticated negotiating Huthwaite’s Call Plan integrates seamlessly with model ever devised, plan for Salesforce.com and is available for free. The Call Plan and win-win results Call Plan Template can be saved, shared, and exported. For Desperately Seeking Prospects – more information on downloading this app, go to: Attain practical methods for http://bit.ly/y10OCA selecting the right targets and planning and executing Huthwaite Dealmaker reinforces positive selling behaviors effective prospecting calls by embedding them into daily use. Huthwaite Dealmaker * Each offering above has a works with most CRMs or as a standalone tool. Learn more one-day coaching component here: http://bit.ly/rZxext www.huthwaite.com ©2012 Huthwaite, Inc.