SPIN Selling and Negotiation Skills Day One

Workshop Content

Introductions and objectives • Introductions and objective setting for the workshop

Setting the context • Introduction to probing questions and their use in the sales process

Introduction to opening the call – cold calling

• 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

Cold calling via email and face to face

• How does this differ from over the phone

• Adapting your style to suit the client

• Compiling effective introduction emails

What’s in it for the client?

• Opening initial interest

• Creating your personal value and the value of your business to the client

SPIN selling – what is it? • What is it and why is it important?

• Situation, Problem, Implication, Need Pay-off

• Exercise – using SPIN in a realistic scenario

Intro to SPIN questions

• 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

Practical exercise • Delegates to practise spin questioning using real life scenarios they have experienced

Active listening • Learning to listen not to solve

• Improving your effectiveness

• Listening skills exercise

Linking the questions naturally

• Exercise – how to link your questions during a call or during a face to face meeting

Understanding features & benefits

• How does your product/service benefit the client?

• Exercise – the Eskimo game

Objection handling • What objections do you encounter?

• How can you handle them?

• Structure for overcoming objections – group exercise

Review of day • Feedback from group

• Action planning from today’s session

Day Two

Workshop Content

Welcome back • Re-cap on day one – any questions?

• Review objectives

Group negotiation • 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

The negotiation process

• 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

Introduction to 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?

Skills of negotiation

• 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 Pen negotiation • Group exercise – sell a pen to another person in 3 minutes

Practical session • 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

Review of day • Creation of action plans

• Review of day and key learning points

• Evaluation of day