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High EQ Solution Selling: Win Hearts and Minds with SPIN®

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Course Aim

Dominate your sales game by weaving the science of SPIN® Selling with the magic of emotional intelligence (EQ). This 2-day workshop empowers you to uncover hidden needs, build trust, and close deals like a champion.

Why EQ and SPIN®?

  • Research shows: Typical salespeople spend 95% of their time talking, not listening. High performers, however, leverage strong EQ skills to connect deeply with customers and unlock their true needs.
  • SPIN® Selling unlocks a proven framework: Masterfully guide conversations with Situation, Problem, Implication, and Need-payoff questions to uncover pain points and present your solution as their saviour

Benefits of Attending

By the end of this course, you will be able to:

  • Decipher customer psychology: Understand how major buying decisions are made and influence all decision-makers.
  • Master the RESA Model: Build Rapport, Empathy, Sell, and Agree for seamless customer connections.
  • Unleash SPIN® mastery: Confidently use Situation, Problem, Implication, and Needpayoff questions to unearth hidden concerns and showcase your solution’s true value.
  • Become an active listener: Embrace empathy and active listening to build trust and uncover hidden objections before they arise.
  • Move hearts and minds: Demonstrate capability with passion and storytelling, leaving customers convinced they’ve found their perfect solution.
  • Crush objections: Proactive strategies and smooth handling techniques leave objections in the dust.
  • Develop a personalised action plan: Leave with a roadmap to transform learned skills into daily habits and unlock your lasting sales success.

What It Covers

The workshop will cover:

  • Traits of high-performance sellers.
  • What emotional intelligence is and why it matters.
  • The psychology of decision making.
  • The RESA (Rapport – Empathy – Sell – Agree) model of Influence.
  • Opening the call.
  • Building rapport effectively.
  • Uncovering and developing customer needs.
  • The SPIN® model:
    • Situation Questions.
    • Problem Questions.
    • Implication Questions – Need-payoff Questions.
  • Empathy and active listening.
  • Demonstrating capability and moving hearts and minds.
  • Obtaining commitment.
  • Objections – prevention and handling.
  • Going from conscious to unconscious competence.
  • Developing an action plan.

Program Outline

Traits of High-Performance Sellers

  • Ice-breaker and Learning Outcomes.
  • Discussion: Traits of high-performance sellers.
  • Emotional Intelligence and Why it Matters.
  • Starting with WHY – defining ideal outcomes from every interaction.

The Psychology of Decision Making

  • Why do people decide to buy?
  • RESA Model of Influence.
  • SPIN and RESA – the art and science.

Implications and Need-Payoff Questions

  • Ice-breaker and Key take-aways – Day 1.
  • Implication and Need-Payoff Questions – what and Why.
  • Planning Questions you can use to unearth pains and benefits.
  • Implied versus Explicit Needs.

Empathy and Active Listening

  • What makes listening difficult?
  • Three levels of listening.
  • Empathy and Active Listening.
  • Role plays
  • Rapport and why it matters.

Creating that Positive First Impression

  • Self-awareness and self-management.
  • Know – Like – Trust.
  • Rapport building.
  • Discussion and role plays.

SPIN Model and the Power of Questions

  • SPIN Model – origins and framework.
  • Discovering needs through the power of questions.
  • Situation and Problem Questions.
  • Role plays.

Demonstrating Capability

  • Features, functions and benefits.
  • Moving hearts and minds.
  • Financial versus Technical versus User buyers.
  • Handling objections with poise.

Making the Transformation

  • 4 Step Success Formula.
  • What’s your WHY?
  • The power of accountability buddies.
  • Goal setting and closure.

Delivery Strategy

The learning has been structured as a highly interactive 2-day interactive workshop led by our experienced trainers. The workshops will include the use of relevant audio-visual material, written activities, role-plays and reflective tasks.

Formal Certification

At the completion of this program, the participant will be eligible to receive a Certificate of Participation from EQ Strategis

Contact Us

Please help us serve you better by sharing the following information.

    Delivery Format

    Live online or live in-person.

    Who should attend?

    This workshop is for you if:

    • You’re a sales professional ready to elevate your skills and close more deals.
    • You want to build deeper customer relationships based on trust and understanding.
    • You believe in the power of connecting on an emotional level to drive sales success.
    • You’re ready to master SPIN® Selling with the power of EQ and become a sales powerhouse.
    Duration

    2 day.

    Download PDF here

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