SPIN® Selling for Lawyers
SPIN® Selling for Lawyers training programme
The Huthwaite SPIN® Selling for Lawyers programme is aimed at lawyers with responsibility for meeting billing targets where demonstrating value to a client is an important part of what you do. It provides an opportunity for genuine skill development as a platform for making a permanent behaviour change that will positively affect billing performance.
The programme provides insights into how buying decisions are made. The SPIN® best practice model leads lawyers to achieve instructions that build value for both clients and their own organisations. The programme includes real world planning sessions to ensure that the new skills become embedded and that you achieve long-term skills improvements.
What to Expect
By the end of the SPIN® Selling for Lawyers training programme, participants will:
- have analysed the strengths and weaknesses of their present style
- be able to describe the psychology of client needs
- understand how major buying decisions are made
- be able to influence all members of a decision making unit
- have demonstrated the key behaviours used by effective salespeople in their verbal interactions with clients
- have a framework for planning new client calls in terms of these behaviours
- have practised behaviours that greatly reduce the likelihood of objections
- have frequently and objectively measured their performance compared with the skilled behaviour model and created an action plan for continued development of the skills after the programme.
Overivew of SPIN® Selling for Lawyers programme content:
- The psychology of decision making.
- Opening the conversation.
- Uncovering and developing client needs.
- The SPIN® model:
- Situation Questions
- Problem Questions
- Implication Questions
- Need-payoff Questions.
- Demonstrating Capability.
- Practical tools to analyse and organise a Persuasive Case.
- Obtaining Commitment.
Methodology & practical issues
We believe that learning is doing, so the programme is highly interactive with formal inputs interspersed with high levels of delegate activity. It involves participants working in small groups or pairs to practise and receive feedback on their skills, set against the success model. Roleplays are digitally recorded and analysed using the SPIN® analysis tool to provide objective feedback and targets for behavioural improvement. Participants receive a practical workbook and a comprehensive reference book, both designed for use during and after the programme, so that the process of reinforcement starts at the moment the training ends.
The event is a two-day programme delivered by one Huthwaite consultant for a maximum of twelve delegates.