|
|
|
Course #26
SUPERSelling Seminar
1. Vision: Kevin R. Miller presents a powerful, skills-based sales training program appropriate for both new and seasoned sales-persons, and virtually everyone in the company. Content is inspired from Neil Rackham's world-famous book, SPIN Selling;. The goal is to help everyone in the company learn this very easy and non-invasive way to sell the company products and services. This program is ideal for introducing a proven selling model for non-sales personnel as well as experienced sellers.
Kevin and VisionBound International are not affiliated with Huthwaite Inc., which was founded by Neil Rackham and which owns the intellectual property rights in the book SPIN Selling; and the trademarks SPIN® and SPIN SELLING®. For information on Huthwaite and its SPIN Selling® and other sales training programs, visit www.huthwaite.com.
2. Program Description: This SUPERSelling Program is based in part on the book SPIN Selling, which was written about fifteen years ago by Neil Rackham. He then introduced the SPIN Selling Fieldbook, which we would use in the seminar.
The SPIN Selling® methodology is popular because it takes so much of the pain out of selling by turning it into a process of helping the customer identify the needs they have, the problems and implications that come from those needs, then helping them solve the problem through your products. It is easy to do, very friendly, warm and non-invasive, and makes the selling process a lot more fun and easy.
S.P.I.N. stands for an acronym for the four kinds of questions a seller uses in a sales approach:
- S: Situation questions: Used sparingly to help the seller understand the basic situation of the customer's business.
- P: Problem Questions: Used to help the customer articulate the problems they are having that could possibly be answered by your company.
- I: Implication Questions: Possibly the most important because they help the customers understand all the implications that are arising from the identified problems.
- N: Need-Payoff Questions: These get the customers to identify their explicit needs and show how the customer's products are what they are asking for.
3. Seminar Design: In the seminar, I teach only a few basics of the SPIN Selling® methodology using examples and the Fieldbook as the guide. I will customize the presentation to the products and circumstances of the company. I will guide each participant on how to create the worksheets in the book that have the very script they will want to use in closing a sale in person or by phone. We will then role-play, in pairs, to actually let them practice using their worksheets in a simulated sales presentation. By the time they leave they will feel more confident in their ability to do this kind of selling.
4. Time: Ideally, this program takes 4-5 hours to present, which will bring the team to a basic skill level. If you want a much deeper level of mastery, a full day is required. I would prefer two groups of 30-35 each rather than one group of 60 simply because I can coach and interact with a smaller group much better. I would need marker boards or easels and projector and screen.
5. Materials and Costs: The cost of the program will vary on a number of factors, but will normally be approximately $2500.00. Add to that a $20.00 materials fee per participant for the SPIN® Selling Fieldbook.
|
|
Audio/Video
Demos