Training Duration: 5 Days / 30 Hrs
• Introduction to the Training:
– Consultative selling is built on trust, dialogue, and understanding client needs through strategic questioning. This training is grounded in the SPIN Selling methodology, which emphasizes uncovering client needs through Situational, Problem, Implication, and Needs-Payoff questions.
– Participants will gain insight into navigating sales conversations with purpose and confidence, delivering value by guiding prospects to their own conclusions and solutions.
– By mastering the art of asking the right questions and listening with intention, participants will be able to build stronger client relationships, offer relevant solutions, and improve their sales success—especially when selling intangible products or services.
• Training Outlines:
– Situational Questions
– Problem Questions
– Implication Questions
– Needs-Payoff Questions
– Questioning Techniques
– Open-Ended Questions
– The Funnel Technique
– Applying SPIN to Any Conversation
• Training Objectives:
– Sharpen selling skills using the SPIN Selling methodology
– Apply SPIN techniques, concepts, and structured questioning approaches
– Enhance performance by focusing on value-driven dialogue and need-based selling
– Equip participants to effectively sell intangible services or products through consultative techniques
– Develop confidence in leading purposeful sales conversations that uncover true client needs
– Strengthen relationships and drive trust through tailored, solution-oriented dialogue
• Who Should Attend:
– Sales professionals and consultants
– Business development executives
– Account managers and relationship managers
– Service-based business owners and advisors
– Anyone responsible for solution-based or value-driven selling
• Why Attend:
– To transform traditional selling into a consultative and needs-focused approach
– To master SPIN methodology and elevate customer engagement
– To improve questioning, listening, and influencing techniques
– To boost credibility and success in selling intangible or high-value offerings
– To drive long-term business success through trust-based client relationships
