Huthwaite Sales Class
Huthwaite’s sales classes offer comprehensive sales skills and strategies that are very different to anything else on the market. Due to the years of research that underpin the Huthwaite method, the training covers the field from one end of sales to the other in a manner that really separates the excellent from the average in sales.
The entire sales force of a company will come under the microscope and all the diagnostic abilities of the Huthwaite’s team will be brought to bear in the sales classes that are run. The needs of each person in team, the team as a whole and the company will be identified.
The sales classwill focus on teaching the parts of the SPIN(r) Solution Suite that are essential for that particular company. This is built up from modules on sales skills, sales strategies, negotiations, prospecting and sales management. The final course is focused on what the trainees need so the sales team will not find themselves sitting through a session that is irrelevant.
The sales skills module is focused on demonstrating what the client company is capable of, and isolating what your customers are looking for. In addition, finding ways of positioning your company and products so that you stand head and shoulders above your competitors is essential in a recession market.
A sales team needs a sales strategy that has been designed to win the deal by knowing exactly what your customers’ buying habits are. Products must then be presented so they are an obvious fit to the customers’ expressed needs and fit with their buying habits. A good strategy will allow an increase in confidence for the sales staff as the higher the win-rate the more energized the seller will be.
Modules in negotiations enable sales managers and their teams to come up with strategies that encourage the development of long-term business relationships with customers and will mean a win-win outcome for all involved in the selling process.
Huthwaite’s has an unusual technique for filling the corridors with new prospects that differs from competitors in that people will be happy to recommend their contacts to the team.
Sales management is the final component that must be improved so that the team’s performance is optimum. A good manager can make or break a team and it takes a highly emotionally-skilled individual to be able encourage and coach a sales team to ceiling breaking results.
