©2012 Huthwaite, Inc.www.huthwaite.com

SPIN® 2.0 Selling

SPIN® Selling 2.0The SPIN® 2.0 an acronym for a questioning model that sell-ers use to uncover and develop the needs of customers. The four types of questions—Situation, Problem, Implication, and Need-payoff— form a powerful questioning model that you can successfully use during the all-important investigating stage of the sales call to help develop customer needs. We know that the SPIN® 2.0 question types will work for you because we developed them by watching successful sales-people in action.

The SPIN® 2.0 Selling solution is a practical, hands-on pro-gram developed from Huthwaite’s groundbreaking research into effective selling. Based on today’s best-validated models for business-to-business selling, the program uses an innova-tive design that not only develops your skills but also provides the tools you need for ongoing reinforcement.

SPIN® 2.0 Selling will provide you the skills necessary to:• Uncover your customers’ business problems and take on a more consultative role• Present your offerings with higher impact• Get your customers to commit taking action in moving the sale forward• Differentiate your offerings from your competition• Make successful sales calls to your senior-executive-level clients

Upon completion of the SPIN® 2.0 Selling program, you will be able to:• Understand your customers’ real business issues• Help your customer see the seriousness of their issues• Amplify the value of a potential solution to your customer in a way that favors your offering• Demonstrate how your offering clearly meets your customer’s stated needs• Manage your sales processes more effectively• Overcome the “no decision” dilemma your customer maybe facing

“By using Huthwaite principles, our sales team now un-covers new customer needs that were before undeveloped. These needs have resulted in new revenue and stronger relationships with our customers.”

— Jason KissellExecutive Director , Advertising Strategy

The Aberdeen Group’s

2011 research on sales

training showed that

Huthwaite customers

out-performed all other

firms surveyed in team

attainment of quota,

customer renewal rate

and lead conversion rate.

Delivery OptionsThis is a two day, participatory program with frequent opportunities to practice the skills and behaviors that lead to sales success.Here’s how you can take part in our programs:• Attend one of our regularly scheduled public workshops

(includes Integrated Learning Experience)• Have a customized on-site session delivered for your team

(includes Integrated Learning Experience)• Participate in our Train the Trainer program

Reinforcement and Integration with CRMHuthwaite’s Call Plan integrates seamlessly with Salesforce.com and is available for free. The Call Plan and Call Plan Template can be saved, shared, and exported. For more information on downloading this app, go to:http://bit.ly/y10OCA

Huthwaite Dealmaker reinforces positive selling behaviors by embedding them into daily use. Huthwaite Dealmaker works with most CRMs or as a standalone tool. Learn more here: http://bit.ly/rZxext

©2012 Huthwaite, Inc.www.huthwaite.com

Huthwaite’s Public WorkshopsHuthwaite’s Public Workshops impart the skills, tools and strategies you need to gain the competitive edge. These dynamic workshops give youand your sales people the springboard to maximize sales skills, shorten sales cycles and close more business.

Huthwaite Offerings

SPIN® Selling – Proven method-ology to improve sales perfor-mance

Winning Sales Strategies™ – Gettools for analyzing competitive account positions

Buyer Focused Marketing™ – Create customer demand by resonating, motivating and differentiating

Negotiating Skills™ – Using the most sophisticated negotiating model ever devised, plan for win-win results

Desperately Seeking Prospects – Attain practical methods for selecting the right targets and planning and executingeffective prospecting calls

* Each offering above has a one-day coaching component