SPIN^® selling skills

Why is it that, despite your rigorous recruitment and induction processes, some of your sales people consistently out-perform the rest?

Frustrating isn't it? You invest huge amounts of time and effort into developing a thorough, reliable approach to selecting the best sellers, yet time and time again some prosper whilst others struggle or, at best, perform averagely. Back in the 1970s, it was this frustration that drove several major multinational companies to a team of forward thinking UK researchers who, through their fledging company, Huthwaite Research Group, began to investigate sales success.

By observing 6,000 sales meetings, Huthwaite was able to identify the naturally occurring behaviours used in successful sales meetings – the behaviours now known as SPIN^®.

Today, many years and 40,000 observed sales meeting later, SPIN^® remains the most widely validated model of effective sales behaviour in the world. Constantly updated and re-validated, SPIN^® provides the framework and structure that lies at the heart of an effective, consultative sales approach. By identifying the essential tools for creating value, SPIN^® enables your sellers to uncover and develop customers’ needs and communicate the value of your solution with maximum effectiveness.

By focussing on investigating needs in early/mid-cycle sales meetings, SPIN^® helps sellers create the solid foundation necessary to build a winning sales campaign – an essential skill for successful sales people.

SPIN^® remains the call-execution model of choice for many leading sales organisations worldwide. Delivered to tens of thousands of individuals, in over 100 countries and 27 languages, SPIN^® is a highly valued life-skill for many of the world's highest performing sales people.

To find out how SPIN^® Selling Skills can benefit your sales professionals, get in touch today.