Maximise your success rate in consultative sales.

Transcription

1 Maximise your success rate in consultative sales. SPIN Selling Tools. Huthwaite Sales Toolbox. Change Behaviour. Change Results.

2 The Huthwaite Sales System. The Huthwaite Sales System delivers improved sales performance for you and your team. It comprises proven techniques based on over 35 years of research by Huthwaite International into the behavioural characteristics that lead to a successful sale. This is supported by an extensive menu of post-course activities, including deal review, effective coaching, simulations and real case workshops. As a result, the Huthwaite Sales System offers an end-to-end solution that unlocks the potential of your sales force. The Huthwaite Sales System provides improved performance through a powerful combination of pre-course diagnostics, knowledge communicated via bite-sized e-learning, and skills development delivered either face-to-face or in our virtual campus, all underpinned by proven research-based methodologies. Introducing the Huthwaite Sales Toolbox. A central part of the Huthwaite Sales System, the Sales Toolbox gives your sellers the electronic resources to drive more effective sales behaviours, and encourages use of Huthwaite s proven methodologies, following SPIN training. It currently contains two toolsets that cover Huthwaite s key methodologies of SPIN Selling Skills and Account Strategy. Each toolset includes a range of electronic applications that increase effectiveness and efficiency, helping your team avoid potential traps during the sale and, ultimately, sell more. Designed for either individual use, or to integrate with your current CRM system, our expert applications give you an accurate view of every sale. This enables powerful deal reviews and helps you coach your people to success, generating greater revenues and improving the performance of your sales team.

3 Unlock the potential in your sales team. SPIN Selling Tools are a range of easy-to-use desktop applications that your sellers can use to help capture information and structure their approach to sales. So what could SPIN Selling Tools deliver for your business? Well, by embedding the face-to-face skills, the planning processes and the SPIN methodology, they help sellers maximise success in sales opportunities. The outcome more sales meetings end with a significant advance, and sales opportunities become sales more quickly. The structured SPIN approach embedded in the call plans gives you an unrivalled level of insight. You can then use this information to conduct in-depth call reviews that ll help increase effectiveness across your team. Such insight also enables more accurate forecasting and more targeted coaching. And, by increasing your sellers abilities to apply their SPIN skills with confidence, you can maximise the investment you have made in SPIN training. There are even more advantages to be had if you choose to embed the SPIN Selling Tools in either your CRM system or Huthwaite s Sales Toolbox Team Edition. By integrating the tools with a CRM or Sales Force Automation system, you can build a repository of information that your whole team can access. By making it easier for your sellers to record and retrieve relevant data, you hand them the power to work more cohesively, giving them a clear reason to use the system to maximise results all round. You can also identify areas of strength and weakness within the team as a whole, helping you tailor training. What s more, you can use the results gained to create powerful marketing collateral. Inside the Toolbox: SPIN Selling Tools. Together, Huthwaite s SPIN Selling Tools and e-learning will ensure you get the full benefit from SPIN training. Increase your face-to-face sales effectiveness thanks to: Getting started. It s easy to introduce Huthwaite s SPIN Selling Tools into your way of working. For individual use, they can be available as part of a SPIN Selling course delivered by Huthwaite International, giving you a desktop version of the Tools themselves, plus the e-learning resources that refresh the principles that underpin SPIN Selling methodology. Visit to discover more about SPIN Selling now. If you want to integrate the Tools with your existing CRM system or the Huthwaite Sales Toolbox Team Edition, contact Huthwaite for more information. Easy to use. The SPIN Selling Tools have been expertly designed by sales specialists and training consultants, so they re incredibly easy to use from the word go. Your sellers already understand the underlying principles from attending one of our workshops, and once they are familiar with the intuitive navigation, they can begin to sell more effectively straight away. Not only will their face-to-face interactions become more fluid, their analytical and planning skills will quickly improve; leading to more successful sales from day one. E-learning that guides the seller through the use of the SPIN Tools and embeds the skills developed during SPIN training. The ability for sellers to position their prospect on the Buying Cycle and use this information to inform their SPIN call planning. A printable Call Planner that makes sure sellers apply the SPIN questioning methodology and the skills they developed during training in the most appropriate way for the forthcoming sales call. The planned objective and fallback, combined with the structured questioning approach, significantly increase the likelihood of success. A Call Report that ensures sellers avoid re-typing information by letting them both import and edit a call plan, or create a new report if the call was ad hoc and unplanned. An Objections Tool that identifies the prospect's decision criteria. Once identified, the tool s mapping and analysis capabilities help the seller decide how to identify, avoid and, if necessary, handle any predicted objections. A SPIN Call Summary tool that gives the seller a clear picture of the key information relevant to a specific prospect. A Balance Model, which quickly points to the likelihood of sales success. In face-to-face selling, skilfully following the research-based SPIN methodology is the best way of advancing the sale and shortening your sales cycles. The SPIN Selling Tools help to make sure this is achieved. They also support ongoing training and development of the SPIN selling skills within the workplace, enabling your sellers to continue their learning in a working environment. SPIN Selling Tools available on your desktop

4 Key features at a glance. So why choose Huthwaite s SPIN Selling Tools? What problems can they help you and your team overcome? The Tools are designed to help you address issues of poor call planning, poor call reporting, and a lack of information for powerful call reviews and effective coaching. By handing sellers tools that give them something back, you significantly increase the likelihood that persuasive information will be recorded. Your sales people can then use this intelligence to sell more effectively and you can use it to plan and manage your team to maximum effect. Powerful features at your fingertips. Stand-alone version Feature Effective SPIN call planning SPIN Selling Tools, e-learning and Help prompts Structured call reports Outcomes planning Objections Tool Advantage The call planning screen asks sellers to plan in terms of the customer's likely problems and needs, which encourages a SPIN thought process. The accompanying e-learning and the integrated help prompts remind sellers of the SPIN principles and reinforce the SPIN methodology. Call reports can be entered from scratch but can also be imported from the SPIN call plan. This avoids unnecessary keying of information and makes the tool easier to use. Structured outcomes planning encourages sellers to identify an outcome and a fallback, both of which will advance the call. Less, ineffective sales calls mean shorter sales cycles. Sellers can identify the decision guidelines customers are using and map how the customer perceives them, giving them the ability to identify likely objections and plan how to avoid, reduce or handle them. The Buying Cycle Tool By enabling sellers to position the customer graphically on the Buying Cycle, this tool helps them determine the most effective use of SPIN methodology. SPIN Call Summary Sellers can access a graphical summary of the SPIN call reports, giving them a detailed picture of the persuasive information. This can also aid effective coaching and review. The Balance Model The animated Balance Model is a simple way to understand the likelihood of making the sale. Account reviews can then be informed by fact. CRM linked Access controlled by system login View up-to-date information Repository of key information By logging on to the system, specific individuals can effectively share opportunity information. This also enables effective team reviews. As a manager, you can conduct powerful call reviews with individuals and the team, making forecasting more accurate and coaching more effective. The repository lets sellers view and import information from earlier sales, ensuring that key, persuasive data is always available. Team working You can integrate the tools with your CRM system and enjoy shared call planning and reporting across your entire team.

5 Maximise your face-to-face success rate. The Huthwaite SPIN Selling Tools and methodology will help your sellers understand the psychology of the customer and where they are positioned on the Buying Cycle. Understanding the customer's motivating problems and needs, mapping the decision guidelines and planning in a structured way will make selling more effective and efficient. The Tools don't just record information they give something back to the seller. They also enable managers to review and coach much more effectively. The Huthwaite Buying Cycle.

6 Effective SPIN call planning. The call planning screen asks sellers to plan in terms of the customer's likely problems and needs. This encourages a SPIN thought process. Basic call information is recorded. If linked to a CRM system, this information is pulled from the system to avoid re-typing. Sellers are asked to plan both an ambitious advance and a fallback that is also a positive advance. Doing this effectively shortens sales cycles. Information for the call plan can be drawn from pre-prepared persuasive case analyses. In the CRM-linked versions, this information is drawn from the central repository. The call plan can be edited after the call to form the basis of a powerful Call Report. Importing the call plan reduces the need to re-type information. The planning process encourages sellers to think in SPIN terms. The visual layout helps structure, but does not constrain the upcoming sales conversation. Predicting and handling objections. Sellers can identify the decision criteria customers are using and map how the customer perceives them. This gives them the ability to identify likely objections and plan how to avoid, reduce and handle them. The easily-adjusted graphical representation of the customer's decision criteria enables sellers to plan which need moving in terms of the customer's perception. Ranking the customer's perception of the seller's ability to meet these criteria illustrates which objections are likely to be raised during the sale. The graphical model helps sellers identify whether an objection is likely to be about the value of what they are selling or their capability to meet the customer's needs. Different types of objection require different strategies and tactics. Being able to predict objections accurately means that sellers can take action to reduce or remove the problems before they become blocks to the progress of the sale.

7 Using The Buying Cycle. This allows sellers to position the customer graphically on the Buying Cycle. Knowing where the buyer is on the Buying Cycle will determine the most effective use of the SPIN methodology. The SPIN Call Summary Tool presents a seller-defined review of the Call Reports for the individual contacts in the opportunity. Each contact is graphically represented on the Buying Cycle, making it easier to plan how to move the Key Players to the decision point at the same time. The Buying Cycle graphically represents the purchasing decisions made by customers and clients. Knowing where a Key Player is on the cycle will help determine the seller's next actions. The positioning on the Buying Cycle provides a basis for effective call reviews by managers. In the CRM-linked version, access to information is controlled, and managers can effectively monitor progress through the sale. Predicting success with the Balance Model. The animated Balance Model is a simple way to understand the likelihood of successfully making the sale. Account reviews can then be informed by fact. Factors that encourage a positive buying decision are entered and weighted on the left-hand side of the balance. Weighted factors that are likely to block progress are entered onto the right-hand side. Both sellers and managers find the Balance Model an effective review tool and a good basis for 'go', 'no go' decisions. The animated balance graphically illustrates whether the sale's success is more or less likely.

8 Technical Requirements. The individual desktop tools require the system specifications detailed below. System Requirements Runs on Windows XP, Vista and Windows 7. Can be integrated with all major CRM and contact management systems. Comes with e-learning that reinforces the use of SPIN Selling Skills by demonstrating how the tools are used. For Huthwaite SPIN Selling Tools linked to a CRM system or the Huthwaite Sales Toolbox Team Edition, a connector is needed to map the communication between the tools and the system. As most CRM systems are customised to some extent, this connector will be modified for each implementation. For details on purchasing licences or for more information about Huthwaite's SPIN Selling Tools Team Edition, please call our enquiry team on +44 (0) or toolbox@huthwaite.co.uk Huthwaite International, Hoober House, Wentworth, S62 7SA, South Yorkshire, UK. Tel: +44 (0) Fax: +44 (0) Web: info@huthwaite.co.uk Huthwaite International. SPIN, Huthwaite, the Buying Cycle, Living Sales and the Company logo are trademarks and are registered in many countries throughout the world.