SPIN Selling and Negotiation Skills
Day One
Workshop Content
Introductions and
objectives
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Introductions and objective setting for the workshop
Setting the context
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Introduction to probing questions and their use in the sales process
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Exercise – what makes a good opening statement? Hooking potential
clients from the first call
Why are pitch, tone & stance so important?
Tips & techniques on overcoming gatekeepers
How does this differ from over the phone
Adapting your style to suit the client
Compiling effective introduction emails
Opening initial interest
Creating your personal value and the value of your business to the
client
What is it and why is it important?
Situation, Problem, Implication, Need Pay-off
Exercise – using SPIN in a realistic scenario
Asking questions that will build trust and rapport
Presenting a valuable option to your clients
What techniques work – the reasons and the research behind it
Developing a successful questioning style
Delegates to practise spin questioning using real life scenarios they
have experienced
Introduction to opening
the call – cold calling
Cold calling via email and
face to face
What’s in it for the
client?
SPIN selling – what is it?
Intro to SPIN questions
Practical exercise
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Active listening
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Learning to listen not to solve
Improving your effectiveness
Listening skills exercise
Linking the questions
naturally
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Understanding features
& benefits
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Exercise – how to link your questions during a call or during a face to
face meeting
How does your product/service benefit the client?
Exercise – the Eskimo game
What objections do you encounter?
How can you handle them?
Structure for overcoming objections – group exercise
Feedback from group
Action planning from today’s session
Objection handling
Review of day
Day Two
Workshop Content
Welcome back
Group negotiation
The negotiation process
Introduction to
negotiation
Skills of negotiation
Pen negotiation
Practical session
Review of day
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Re-cap on day one – any questions?
Review objectives
Participants to take part in a group negotiation followed by discussion
on the outcome – what worked, what tactics were used, how were the
relationships maintained/damaged
Understanding what’s involved
What to negotiate over – price, terms, deadlines etc
Finding a style/approach that works for you
Exercise - analysis of behavioural style and how to use your style in
negotiation
“Getting to Yes” – The Harvard Negotiation Project style of negotiation
Negotiation Jujitsu, principles of which are:
Bargaining over positions – how to avoid it
Separate personalities, people and problems from the negotiation
Using objective criteria
What if they won’t play?
The fundamental principle – achieving an outcome that helps the
customer/client to be more successful and provides you with financial
gain
Negotiating effectively when under pressure
Setting milestones to achieve long term goals
Using behavioural style to influence
Developing a long term relationship rather than a short term win
Group exercise – sell a pen to another person in 3 minutes
Using pre-determined scenarios, delegates will take part in a number of
negotiations where they will have the opportunity to put into practice
the skills they have learned over the two days
Creation of action plans
Review of day and key learning points
Evaluation of day