5 Responses

1. SPIN sales
   Can’t remember the insitute where this was devised but SPIN sales is an approach modelled on successful salespeople’s habits and is more effective at allolwing people to develop the generic and specific skills required for account development than any other course I have encountered.

2. Developing Key Accounts
   Hi Helen

   I think the Company referred to regarding SPIN is Huthwaite. Sorry don’t know their contact details but they are based in Yorkshire.

   Regards

   Bridget

3. SPIN vs Strategic Selling
   Hello Helen,

   As a sales professional of (too) many years’ experience, I can vouch for both of these methodologies. SPIN is applicable in almost all situations, Strategic Selling is especially suited to major (or key) accounts.
   It is a very god way of instilling a structure to the sales process, rather than a method of developing the individual sales skills (EG: questioning & listening).

   I can recommend a firm who did some excellent training for my team a couple of years ago that was tailored to our needs and combined elements of both methodologies (as well as certain aspects of NLP).

   Drop me an email and I’ll be happy to provide their details.

   All the best

   Jon

4. Strategic Sales training
   SPIN is far too simplistic for key accounts selling. I suggest you contact Dominic Rowsell of ECT for something far more up to date. His e mail is dominic.rowsell@ect.eu.com

5. Developing Key Accounts
   Another option is a company called Essentia Ltd. They use a model that I
   think is more effective than SPIN which also incorporates some NLP. They
   offer tailored courses and I also really like the fact that their sales
   course facilitators have an excellent track record of successful selling
   themselves. I am not sure if it is appropriate to give contact details here
   so if you want a name/tel number, please email me and I will forward to you.