Nothing happens in business until something is sold. Business success is determined by the productivity of the sales team. Selling follows a defined process, but the journey can be too overwhelming if the sales professional is not adequately trained. A consultative approach can accelerate sales growth and drive new revenue. An effective sales team will lay the groundwork for helping a firm discover how it can efficiently convert a potential customer into a long-term asset. During this hands-on course, participants will unlock their potential and maximize their understanding of the sales process utilizing the SPIN Methodology. Developed in the 1980s by Neil Rackham, SPIN Selling enables salespeople to acquire a deeper understanding of their customer's needs, build a persuasive case around specific problems, and provide effective solutions. Anyone who has face-to-face customer engagement - business owners, salespeople, sales support, operations, and service personnel - will benefit from this course. No matter the conditions of the current economy, companies never stop looking for sales professionals who can help them meet their financial goals. Gain the knowledge and understanding of how to succeed as a professional salesperson in today's competitive marketplace. Gain Knowledge in the Following Key TopicsDeveloping the mindset of top-performing salespeopleBuilding the foundational selling processUnlocking customer needs with the SPIN MethodologySocial Style Matrix - Understanding the buyer's mindsetPresenting value-driven solutionsOvercoming customer objectionsWin-Win Negotiation TacticsSuccessfully gaining commitment Add Value to Your OrganizationBoost sales resultsDefine product value based on your customer's needsIncrease your earning potential as you improve your professional selling expertiseEarn your Consultive Selling certificate