Is the identification and acquisition of new business a part of your partner role?

Do you wait for an invitation to pitch, or do you try to stimulate needs?

How do you uncover and develop needs?

Are you able to build value for your solutions and establish competitive advantage?

Huthwaite has spent many years researching and developing models, which address how to succeed at the complex process of business development in major business-to-business sales. SPIN^® Selling is a proven sales model for creating high value sales. It is particularly appropriate where there is a need for a professional, consultative selling approach. SPIN^® Selling concentrates on the skills required for the face-to-face contact, with both existing clients and new clients to exploit new business opportunities.

SPIN^® Selling has an excellent track record for both increasing sales and for raising client ratings for the quality of the relationship. It is widely used and trusted across professional services, including the legal sector. HuthwaiteFleming has created a design specifically for lawyers.

On this workshop:

• Discover how to improve sales results
• Develop a consultative sales approach
• Explore and develop client needs
• Develop stronger client perceptions of the value of your solution
• Achieve a strong competitive position
• Convert more clients.

Duration 2 Days + 1 Day follow up 6 weeks after initial course.

Pre-course work forms an important part of this course. 20 CPD hours.