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Smart Questions – Strong Closures
SPIN Questioning Techniques – Interactive Workshop for Sales Managers
Today, sales success depends more than ever on the ability to uncover customers’ true needs and present tailored solutions. The SPIN questioning technique (Situation – Problem – Implication – Need-Payoff) is one of the most proven methods to structure complex sales conversations, build trust, and drive deals forward.
This interactive one-day workshop introduces Sales Managers to the structure, impact, and practical application of the SPIN method – hands-on, experience-based, and immediately applicable.Target Group
- Sales Managers & Account Managers in B2B or B2C sales
- Inside and field sales staff working with consultative products/services
- Sales leaders seeking to professionalize their conversation skills
Workshop Objectives
After the training, participants will be able to:
- Confidently apply the SPIN questioning technique
- Structure and steer sales conversations
- Identify and quantify customer needs
- Clearly communicate customer value
- Increase close rates through need-based argumentation
Contents of the Training
The workshop combines short inputs, discussions, group exercises, and role plays. Topics include:
The workshop combines short inputs, discussions, group exercises, and role plays. Topics include:
- SPIN basics: origin, benefits, success factors
- The 4 types of SPIN questions in detail:
- Situation: Gather facts & understand context
- Problem: Uncover challenges & pain points
- Implication: Highlight consequences & create urgency
- Need-Payoff: Demonstrate value & increase readiness to buy
- Steering conversations with SPIN: guidelines & best practices
- Applying SPIN to your own sales cases: hands-on practice & feedback
- Handling challenging customer situations
- Personal action plan: transferring learning into day-to-day sales
Methods
Short theoretical inputs, partner and group work, role plays based on typical customer scenarios, feedback rounds, best practices & peer exchange
Do you have any questions? Please feel free to contact us!
Training OFFERS
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Book tips
For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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