Effective networking
Effective Social Influencing
A starter programme for those who see selling as an extension of the social discussions they have with clients and wish to make such contact more purposeful. This programme focuses on both developing a positive attitude to using social contact or hospitality events as a key element of developing client revenue, and introduces the skills needed to support such a change in approach.
The programme 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. We believe this programme has particular relevance for organisations moving towards a consultative client focused sales approach.
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Business development
SPIN® Selling Skills
We have been delivering the SPIN® Selling Skills programme to the Professional Services sector for over 25 years, as a result it is widely used and trusted within the sector. The programme has been developed to match the preferred learning style for many people in the sector who seem to respond positively to conceptual models followed by practice rather than to an incremental learning approach.
SPIN® Selling Skills is particularly appropriate where there is a need to develop a consultative selling approach. The programme 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.
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Making marketing more persuasive
SPIN® Marketing Workshop
This programme is aimed at those who believe marketing means more than producing client newsletters and glossy corporate brochures. It is based on Huthwaite's research into the arena of marketing communications and product launches. The programme can help any organisation to produce persuasive marketing materials that increase client responses and support selling activity. It has also proved to be a valuable tool for integrating the marketing and selling approach to customers.
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Winning beauty parades
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 audiences. 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.
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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!"
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Developing effective negotiating skills
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 programmes is without equal for developing face-to-face negotiation skills and for producing immediate returns on the investment in training.
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Account development and cross-selling
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 purchasers, 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.
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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.
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Developing effective coaching skills
Effective 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.
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