Huthwaite International

Training-solutions

The list of courses shown below is not exhaustive and is included to give an indication of the range of training we can offer.

We believe training is only part of the process of bringing about a real change in behaviour and results, and that training should be tailored to match each client's specific needs. The actions taken before training commences, and the follow-up afterwards plays just as big a part in producing results as the actual training courses.

SPIN® Selling Skills

We have been delivering versions of the SPIN® Selling Skills programme to the engineering and manufacturing sectors for over 20 years. As a result it is one of the most widely used and trusted sales training programmes in the sector.

SPIN® Selling Skills is particularly appropriate where there is a need to develop a consultative selling approach. The course has an excellent track record for both increasing sales and for raising client ratings for the quality of the relationship.

Despite the long history, we continue to conduct research to ensure the skills we are training are still valid today. Recent project results show that SPIN® is just as capable of producing measurable results today as it was when we started. We continuously update our designs and delivery mechanisms so that SPIN® can be delivered in the most appropriate way to meet our clients' needs, from e-learning modules to internal trainer training.

Account Strategy for Major Sales

This programme develops skills and strategies for high-value, major account sales where there is a need to develop and maintain strong, long-term client relationships in the face of competition. The programme explores the psychology of the buyer's decision-making process and the skills needed to influence each stage of that process. It is particularly relevant in selling situations where a wide range of people, from users to senior management and professional buyers, need to be influenced.

Unlike most strategic selling programmes, which focus on planning and strategy development, our programme goes beyond this to also develop the skills needed to implement the strategy.

Major Sales Process - MSP

Using research from Huthwaite's work on successful account strategy in major sales this programme focuses on the application of account management processes and tools to the real-case accounts of each participant. The programme is supported by the MSP electronic toolbox. The toolbox provides a range of research-based analytical, planning and diagnostic tools to help win more business, more of the time. The toolbox can be used as a stand-alone version or linked to CRM/data management systems if required.

Negotiation Skills

This programme uses models for planning and conducting negotiations, which have been developed from the largest field based research project into negotiation skills we know of. It is especially relevant in situations where there is strong competition and heavy price pressure, leading representatives to make concessions to win the business. Our clients tell us this course is without equal for developing face-to-face negotiation skills and for producing immediate returns on the investment in training.

Major Account Development and Key Account Management

This programme examines the high level skills and strategies needed to develop deeper, broader and more profitable relationships with selected major clients. It helps senior management, key account managers and the client sales team to select which accounts to invest in, determine how to create value beyond products and services and develop relationships in the right way, at the right level and with the right people - including those at the very top.

Persuasive Sales Presentations

Based on persuasion and buyer psychology research, this "hands-on" workshop helps salespeople to develop and present persuasive sales presentations, whether in pursuit of a specific sale or to wider market audience. We believe this programme is unique in that it focuses on all the elements needed to make a successful sales presentation, not just the skills of the presenter. The level of feedback allows delegates to identify areas where they need to improve and to measure the degree of improvement over the programme.

Effective Sales Proposals

This workshop addresses the most neglected area of skills development and one, which has the potential to offer almost instant returns on the training investment. The programme helps delegates to conduct an analysis of an existing proposal to identify its strengths and redress its weaknesses. The approach can be embedded into the organisation through the construction of a proposal template. The level of improvement that can be generated and the enthusiasm with which delegates embrace the new approach, has impressed clients who have implemented it.

One senior manager's reaction to the programme was that it "lit a fire under us!"

Effective Social Influencing

This programme focuses on using corporate hospitality as a key element of the sales process. It has an excellent track record for improving the return on the investment made in corporate entertainment, whilst at the same time maintaining a balance between client influencing activity and hospitality.

Marketing Workshops and Product Launches

Huthwaite research into persuasion has been extended into the arena of marketing communications and product launches. Many clients have found that embedding the SPIN® approach into marketing communications sends a common message to the customer and increases the impact of supporting documents and literature, while re-focusing product launch training for the salesforce has brought impressive results.

Acquiring and Developing Accounts by Telephone

This programme has been designed for individuals who are tasked with finding new accounts and maintaining the ongoing relationship by telephone. Working with both new and existing accounts, the role is often characterised by the need to build strong customer relationships within a strategic framework, whilst continuing to develop the account.

Sales Schools

Huthwaite has an excellent track record of working with clients to develop comprehensive sales schools to address all the skill and strategy needs of both new hire salespeople and experienced people needing to change their approach to match changing market challenges.

Training programmes for developing management skills

While Huthwaite is best known for the range of selling and sales related training programmes we offer, we also have a long track record for developing a whole range of skills needed to allow people to deal effectively with others within their own organisation. These programmes are also based on research to identify exactly which skills are most effective in a given situation.

Areas covered include:

Coaching

To ensure skill transfer from the classroom to the real world, and to ensure new skills and processes become embedded within the organisation, we recommend that sales managers are given the skills to coach their people in the field.

Huthwaite can develop managers' coaching skills, and provide measurement tools to give real time feedback about the coaching taking place and the results it is producing. More than that we also help managers to plan their coaching effort and overcome the many obstacles to effective coaching.

Effective Persuasion and Influencing

This programme looks at the skills required to influence people at all levels within the organisation. It teaches people the need to be flexible in their approach depending on their power in relation to the people they are trying to influence, and the nature of the issue they are trying to influence. The programme provides objective individual feedback to allow people to identify their strengths and to correct weaknesses.

Appraisal Skills

This programme is based on research into the skills used by effective appraisers providing delegates with a clear skill model. Delegates practice their skills in a series of roleplays, receiving individual feedback after each one to allow them to assess their skill levels and track their skill change.

Meeting and Chairing Skills

This programme explores the whole range of skills and processes needed to run and be an effective participant in meetings. This programme is an excellent vehicle for providing delegates with a profile of their own behaviour and how it impacts upon other people and the meetings they are involved in. In addition, the programme provides models for effective chairing skills, problem solving and dealing with difficult people.

Recruitment and Selection

This programme examines all aspects of recruitment, in particular interviewing skills and setting selection criteria. The programme provides a model for effective interviewing and uses roleplays to allow delegates to practice their skills and obtain objective feedback.

Next: Delivery options

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Steve Thurlow

STEVE THURLOW

Areas of expertise - read Steve's article on Lean Selling.