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

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 days 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 Strategist.

Contact Us

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