Proven consultative sales training that would help increase your revenues now available in Bulgaria through ICAP

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SPIN® Selling Skills

Target audience?

Any employees involved in the sale of goods or services, which are seen as high-value, important decisions by the buyer. In addition to the obvious audience of sales executives and sales managers, this programme can be very beneficial to engineers, technical specialists or sales support staff who are involved in the selling process or who may be exposed to selling opportunities in the course of their work with customers.

Benefits for you and your company

By the end of the programme each participant will:

      have analysed the strengths and weaknesses of their present selling style

      be able to describe the psychology of customer needs

      be able to describe the key behaviours, or skills, used by effective salespeople in their interactions with customers

   have a framework for planning sales calls in terms of these behaviours

       have practised using the skills to develop customer needs in a way that greatly reduces the likelihood of objections

   have a strategy for dealing with difficult customers.

Content of the program

Behaviour Analysis

      Basic principles of behaviour analysis and how is it used in research and skill development

      Understanding your present selling style – are you a natural ‘pusher’ or ‘puller’?

Customer Needs

      The psychology of customer needs

      Implied and Explicit Needs definition – what they tell you about the customer’s state of mind – which needs predict success in the sale

The SPIN® model for developing NEEDS

      Situation Questions

      Problem Questions

      Implication Questions

      Need-payoff Questions

      Demonstrating your Capability – the real definition of a Benefit  -dangers of Features and Advantages

Closing a deal

      The one simple way to gain a commitment




Training Methodology

The objective of this programme is to teach skills, to change trainees’ behaviour so that they perform more effectively. The training design is therefore based on the principle that learning is doing. The Skill Model is introduced incrementally in ‘bite-sized chunks’, with a roleplay practice opportunity at each stage. 


The program is delivered in English by a certified Huthwaite consultant with longstanding sales experience.



To ensure that each participant receives individual attention, training group size is limited to a maximum of 12 participants.Duration

The duration of the training is 2 days.


Participation fee (exclusive offer)

380 EUR (without VAT) per participant

* The fee includes a comprehensive set of training materials, coffee breaks and lunches for the duration of the training and a certificate of completion for each participant.


Date and venue

The training will take place on 27-28 April 2010 in Hotel Arena Di Serdika


For information and registration

Т+359 2 80 14 124 Rayna Germanova; +359 2 80 14 127 Simona Basmadjieva      E-mail:


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