SPIN® 2.0 is a practical, hands-on program developed from Huthwaite’s groundbreaking research into effective selling skills. Based on today’s best-validated models for selling, the program uses an innovative design that not only develops selling skills, but provides the tools needed for ongoing reinforcement.
SPIN® 2.0 teaches salespeople to uncover implied needs (statements by the customer of problems, difficulties, and dissatisfactions) and to develop them into explicit needs (specific customer statements of wants or desires). Explicit needs are the only basis for a sale.
Salespeople will learn how to uncover customer business problems and develop those needs they best meet, present their offerings with high impact, avoiding “feature dumps” and discounting, differentiate their offerings from the competition, even in a commodity environment, win business without discounting, and make credible sales calls at senior executive levels.