SPIN® Selling Skills

Huthwaite International
Course summary
3 days
1,450 GBP excl. VAT
Open / Scheduled
Next available date: 09/03/2020 - Heathrow
Course Dates
09/03/2020   (English)
1,450 GBP
21/04/2020   (English)
1,450 GBP
16/03/2020 09:00  (English)
1,450 GBP
09/06/2020   (English)
1,450 GBP
19/05/2020   (English)
1,450 GBP
25/08/2020   (English)
1,450 GBP

Course description

SPIN® Selling

SPIN® Selling Skills

SPIN® Selling Skills is the definitive course for consultative selling in a business-to-business environment, equipping delegates with a tried-and-tested method to improve sales performance and deliver real bottom line results.

The highly interactive 3-day programme is designed to help delegates build the essential verbal skills needed to uncover customer needs and engage in value-driven, customer-focused, consultative sales conversations. With the ultimate goal of enabling them to secure more sales and higher margins, while shortening sales cycles and reducing objections, it covers key areas including:

    • The psychology of customer needs and decision-making
    • Influencing all members of a decision-making team
    • Using key behaviours in verbal interactions with clients
    • Producing increases in sales revenue
    • Enhancing customer satisfaction and loyalty

Combining trainer inputs with role plays and practical exercises, the course will encourage delegates to review their selling behaviours, compare them to the SPIN® model and develop an action plan for the future.

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Suitability - Who should attend?

This course is designed for sales executives and sales managers, but can also be  highly beneficial for engineers, technical specialists or sales support staff involved in the selling process or who may be exposed to selling opportunities in their work with customers.

Training Course Content

The course covers the following topics:

  • The psychology of decision making.
  • Opening the call.
  • Uncovering and developing customer needs
  • The SPIN® model:
    • Situation Questions
    • Problem Questions
    • Implication Questions
    • Need-payoff Questions
  • Demonstrating Capability.
  • Practical tools to analyse and organise a Persuasive Case.
  • Obtaining Commitment.
  • Objections – prevention and handling.


The cost of this course is £1,450 + VAT per delegate.

SPIN® can be delivered consistently in 29 languages.

**please contact direct for multiple booking discounts

In-House Training

Huthwaite also has extensive experience helping all kinds of businesses prosper by providing bespoke training solutions tailored to specific needs.

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About provider

Huthwaite International

Huthwaite International has been helping businesses across the world deliver long-term, tangible results through their sales-focused behavioural change methodologies for 40 years. Based on research into what effective sellers and negotiators do, their approach is based on the key behaviours...

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Contact info

Huthwaite International

Hoober House, Wentworth
S62 7SA South Yorkshire

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Average rating 4.6

Based on 221 reviews

Hatem Nabih
Brilliant instructor who was always stimulating conversation. Future follow-up based on practical applications using our own work would be very valuable.
Sam Whelan
My experience of the course is that Nicki Lee provided excellent training on SPIN. I do wish the content of the course had been more relevant/applicable to the industry but I appreciate that keeping the examples simple enables the concept to be grasped quicker. Nicki was engaging, motivating, and extremely helpful - it's a strange journey wh...
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Shelly Mathews
Nicki Lee was excellent!

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