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Huthwaite International
Приєднався 10 січ 2013
Originators of world renowned SPIN® Selling methodology, we're behavioural experts with the ability and scope to improve the sales and negotiation performance of businesses around the world, through our international training courses. For 40 years we've been helping businesses across the world transform their business performance; delivering long-term, tangible results through our behavioural change methodologies. We deliver training across 6 continents and in 35 languages to help our clients bring a consistent, international approach to their sales and negotiations.
Watch videos from Huthwaite International on sales and negotiation performance improvement, client testimonials, events and workshops, and our latest research and news.
huthwaiteinternational.com
Watch videos from Huthwaite International on sales and negotiation performance improvement, client testimonials, events and workshops, and our latest research and news.
huthwaiteinternational.com
Celebrating 50 years of SPIN Selling
This year, we’re celebrating! It’s 50 years since the extensive research behind SPIN Selling and the Buying Cycle officially started to benefit the business world and Huthwaite International began its journey as a leading authority in sales and negotiation expertise.
In the five decades since, SPIN has continued its dominance as the world leading sales methodology, supported by Huthwaite as an expert in sales, negotiation and communication skills development and behaviour change.
To tell our story, we’ve created a short documentary film to reflect on Huthwaite’s journey, celebrate our history, highlight our plans for the future and importantly, the future of sales.
www.huthwaiteinternational.com/celebrating-the-first-fifty-years-of-spin
In the five decades since, SPIN has continued its dominance as the world leading sales methodology, supported by Huthwaite as an expert in sales, negotiation and communication skills development and behaviour change.
To tell our story, we’ve created a short documentary film to reflect on Huthwaite’s journey, celebrate our history, highlight our plans for the future and importantly, the future of sales.
www.huthwaiteinternational.com/celebrating-the-first-fifty-years-of-spin
Переглядів: 153
Відео
Celebrating the first fifty years for SPIN - Trailer
Переглядів 44Місяць тому
As the pioneering force in modern sales methodologies, SPIN® Selling commemorates its first 50-year journey into transforming the way businesses engage and close deals. From its research-based roots to its global impact, SPIN® Selling has consistently led the charge in empowering sales professionals with world-class selling skills toward substantial boosts in sales revenue and customer satisfac...
Dirty Tricks In Negotiations Trailer
Переглядів 362 місяці тому
Join Tony Hughes, Benjamin Herman, Jo Derriman, and Shaun James from Huthwaite International, and gain insights into safeguarding your interests, understanding the psychological underpinnings of ploys, and navigating the complex world of negotiations with confidence. Tune into the first episode of the Mastering Negotiations series for a deeper understanding of the lengths people will go to secu...
Workplace Learning Matters
Переглядів 82Рік тому
There’s never been a better time to develop skills in the workplace. Technology gives us more opportunity for knowledge and skills sharing and the L&D function is more widely recognised as an essential element of long term business health and growth. The Workplace Learning Matters series explores how an effective learning and development approach can make all the difference to individual, team ...
Learning-Transfer Evaluation Model - a conversation with Will Thalheimer
Переглядів 441Рік тому
The Workplace Learning Matters series explores how an effective learning and development approach can make all the difference to individual, team and organisational results. In this conversation Robin Hoyle talks to Consultant, Speaker, Researher and Author Will Thalheimer about the Learning Transfer Evaluation Model. Listen to the entire collection at www.huthwaiteinternational.com/workplace-l...
Performance through learning - a conversation with Andy Lancaster
Переглядів 295Рік тому
The Workplace Learning Matters series explores how an effective learning and development approach can make all the difference to individual, team and organisational results. In this episode Robin talks to Andy about how the voice of the employee has been amplified post Covid and the benefits to organisations in listening to them and transferring developmental control, so people are given the op...
Advanced Coaching - a conversation with Emma Weber
Переглядів 112Рік тому
The Workplace Learning Matters series explores how an effective learning and development approach can make all the difference to individual, team and organisational results. In this episdoe, Emma Weber talks about how agility, flexibility, behavioural change & personal accountability used in her advanced coaching methodology 'Turning Learning into Action™' delivers real change, innovation and p...
Learning Effectiveness - a conversation with Professor Robert Brinkerhoff
Переглядів 410Рік тому
The Workplace Learning Matters series explores how an effective learning and development approach can make all the difference to individual, team and organisational results. In our first episode, Robin explores how top performing businesses can effectively embed training, with author, learning evaluator and workplace learning expert Professor Robert Brinkerhoff. Listen to the entire collection ...
Sustained behaviour change and instant return on investment for Close Brothers Motor Finance
Переглядів 112Рік тому
Close Brothers wanted sales skills training that would improve the core selling skills of their Account Managers, offering the flexibility they need to succeed with both large and smaller dealer partners. They also wanted to offer continuous learning and skills development for their teams and a support structure for career progression and succession planning. Huthwaite International created and...
What is SPIN Marketing
Переглядів 7382 роки тому
Your customers have never had so much information. The sheer number of communication channels available to marketers has provided a platform for engagement and transparency like never before. Marketers now talk about multichannel and omnichannel strategies which also bring with them the potential for a dramatically reduced cost of sale. This has led to a deluge of supplier activity and messagin...
Changing behaviours Remotely
Переглядів 5063 роки тому
What does your business need to consider when delivering remote training? How can you overcome these challenges? Discover practical advice for delivering training virtually and digitally visit www.huthwaiteinternational.com/changing-behaviours-remotely Key insights - Salespeople benefit from learning sales skills in an environment that replicates the setting in which they will use those skills....
Four Tips To Help Improve Your Negotiation Skills
Переглядів 1,7 тис.3 роки тому
Tony Hughes shares his top negotiation tips to improve your negotiation skills. Become a better negotiator by; planning which pieces of information you need from and which information you are willing to give to other negotiators, learning to remain calm and collected using your preparation and planning, understanding how to properly use power in a negotiation and learning to simply enjoy the ex...
How Should You Open A Negotiation?
Переглядів 1,1 тис.3 роки тому
How important is the planning and preparation phase of a negotiation? Understanding how to plan and prepare can help a negotiator in the early stages. However, or research shows that the average negotiator doesn't spend enough time in this stage of the negotiation and only considers the negotiation from their perspective. www.huthwaiteinternational.com/horizons/how-should-you-open-a-negotiation...
How Can You Strengthen Your Negotiation Arguments
Переглядів 4873 роки тому
Does adding more reasons to your argument make it stronger? We're often taught that adding more weight to an argument makes it more persuasive. Tony Hughes explains why this approach often has the opposite effect, diluting our arguments and eroding our chances of a successful persuasion. www.huthwaiteinternational.com/horizons/strong-negotiation-arguments www.huthwaiteinternational.com/horizons...
Learn How To Counter Hard Bargaining Tactics
Переглядів 5 тис.3 роки тому
How should you deal with underhand hard bargaining tactics designed to make even the most skilled negotiators concede? How do these underhand strategies effect long term business? Discover how to deal with even the most difficult negotiators by relying on your preparation and planning and using conditional proposals and clever questioning. www.huthwaiteinternational.com/horizons/counter-hard-ba...
Discover The Huthwaite Negotiation Research
Переглядів 6073 роки тому
Discover The Huthwaite Negotiation Research
Should You Make The First Offer In A Negotiation?
Переглядів 1,7 тис.3 роки тому
Should You Make The First Offer In A Negotiation?
The three big mistakes that salespeople make and how to avoid them
Переглядів 12 тис.3 роки тому
The three big mistakes that salespeople make and how to avoid them
Introducing virtual sales training - A flexible, robust virtual classroom experience.
Переглядів 3244 роки тому
Introducing virtual sales training - A flexible, robust virtual classroom experience.
Introducing digital sales training - A self-paced, supported experience that promotes collaboration.
Переглядів 954 роки тому
Introducing digital sales training - A self-paced, supported experience that promotes collaboration.
Negotiating For You - Mastering Negotiations
Переглядів 1544 роки тому
Negotiating For You - Mastering Negotiations
Neil Rackham - How should sellers apply SPIN® Selling questions
Переглядів 6 тис.4 роки тому
Neil Rackham - How should sellers apply SPIN® Selling questions
Discover the commercial state of our nation
Переглядів 944 роки тому
Discover the commercial state of our nation
Creating an Effective Learning Environment - Part 1
Переглядів 7814 роки тому
Creating an Effective Learning Environment - Part 1
Creating an Effective Learning Environment - Part 2
Переглядів 1104 роки тому
Creating an Effective Learning Environment - Part 2
Creating an Effective Learning Environment - Part 4
Переглядів 794 роки тому
Creating an Effective Learning Environment - Part 4
very valuable points... in a short and to-the-point video
Awesome
this shit racist
The man is a genius
Master piece
This is great conversation! I am currently using LTEM to develop a training program.
My college professor would have been the IBM rep, he idolized you and made me read your book. Funny how this went full circle on him...
Great
Really Useful. Many thanks. The world is changing and the questions in SPIN method have to change.
Simply outstanding ..
Incredible
Excelente contribuição para profissionais de vendas complexas.
your videos are very good and have a wide message thank you
Neil, I just read Spin Selling last week, and I am beyond excited! I have been in sales for 6 years now and insurance sales for the past 4 years. Thank you for sharing what you discovered about large-scale sales. I look forward to implicating these new methods. In particular, how to dig deeper.
Hi, i just started reading, so tells us, did spin selling helped you increase your sales results?
You a wonderful sales philosopher/scientist... however, what about "land and expand". A higher volume of lower value sales gives you a larger customer base to then up sell into.
This man looks like he gaslights his wife so hard
Really interesting and helpful! Thank you Neil!
Thank you! As a new sales person, these simple illustrations are incredibly useful and I'm beginning to see my interactions with customers as various points in this cycle. Hoping to be a World Class seller so thanks for the tips!
Cool
Insights from a true expert. Thank you Neil Rackham!
I can't thank enough to hutwait team and Neil rackham for a such basic learning skill who really want to start selling and to master it. It is incredibly written books that I have ever read . Thank you ,thank you very much🙏🙏🙏🙏
Thank you very much for all these masterpieces! Really helpful!
The SPIN model should be taught in k-12 English Classes. Too many people are the smartest in the room, yet they couldn't sell you a dollar for a penny even with a gun to their heads. Without research-backed communication models, kids are set up to fail in a world where they can't effectively distribute their ideas whether they have accreditation or not. Not to mention the lack of self awareness that comes when your communication sucks. This should be taught alongside the Maslow Hierarchy of Needs.
I think what Neil Rackham is trying to tell here is that the Problem questions from the past should be developed into elements of the modern Challenger Sale methodology which is widely read today in a lot of sales organizations. The Challenger Sale is difficult to implement but it seems to work well in the framework of modifying Problem questions in SPIN. I think I will write a blog post about this on my sales-related blog: www.lostbookofsales.com/ Thank you Neil!
Last week I read "Challenger Sale" finally. Now I know how to name what I have been doing for the last ten years! The essense is YOU have to know what are the typical problems of given type of Customers. Make your hypothesis, screen the Customer and tell him: "I see a dark spot in your lung. Stop smoking immediately Mr. Smith. Don't argue, I'm a doctor here!" Drawback? A lot of works for you every day. You have to know the business of the Customer better than he himself. So learn, learn, learn!
@@KomissaroffPaul Thank you for a good comment. I have to say that I also tried this a lot, but to do this right (challenger sale), it is really tough. I think SPIN is closer to our real psychology. After a permission is granted by the customer to be a doctor for them, our psychology is that the customer wants to be listened to and be understood while consulting him etc. With challenger sale by itself you risk to piss people off if you do it directly from the very first stage onwards. I think you first need to nonetheless gain some critical mass and understanding, perhaps via multiple meetings or ”calls” with a customer and only then you can truly execute a challenger sale presentation. Or as mentioned here, you can cut time by probing with well educated ”challenger” questions at the problem stage in SPIN. However, it is still a thin line to walk and depends on a case at hand. If you can, read Neil Rackham’s Major Account Sales Strategy, this is I think Neil’s best work right after SPIN selling itself. It will very much open your eyes to how this works in large sales. Neil gives you an entire toolset, while I think challenger sale is one tool or a mental model within the toolset. Additionally, it’s a dangerously difficult and nuanced tool to use. However, if you can execute it properly, Challenger Sale is also of course amazing =)
I competed against IBM for many years and agree they sold safety. When I heard "no one gets sacked for buying IBM' my response was "no one ever got promoted either". I eventually focused on businesses managed by executives in their 30's and 40's - individuals that didn't see themselves towards the end of their careers... people who were looking to move on to more prestigious roles. Or to put it another way, were ambitious, keen to prove their value and not just survive.
Very insightful. Thanks for sharing!
Hmmm future problems. Sounds like getting someone to buy something off you by scaring the living bejasus out of them over the consequences of not buying it
Everything revolves around the buyer, making their own story, to justify their purchase. In this case, he makes a valid loop, for the buyer to grab onto, to justify the purchase.
Some great content for a business model that has stood the test of time and now updated well.
SPIN selling Book By Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is an essential read for anyone involved in selling or managing a sales force SPIN selling Book By Neil Rackham (PDF-Summary-Review-Online Reading-Download): www.toevolution.com/file/view/602694/spin-selling-book-by-neil-rackham-pdf-summary-review-online-reading-download
Hang in there Neil! Thanks for the content.
I learnt SPIN in 2008 and have been using it since i have been working. Till date it is one of the most powerful sales tools that I have come across!
Hi Ashirali, can you tell one of your best stories? I'm very interested into that.
Can have a chat with you on how it is working out? Perhaps I could link you up on LinkedIn?
The real secret to success is wearing two watches so that you're never late.
If you have one watches you know for sure what time is it. If you have two watches you never be sure :)
I guess im asking the wrong place but does anybody know of a trick to get back into an Instagram account? I was dumb forgot the password. I love any tricks you can give me!
@Hayden Cole instablaster =)
awesome video
lovely stuff
Thanks for the great content! Appreciate a lot.
This is great ! The concept about future problem was opening my mind.
Thank you for the feedback, we're glad you found the video insightful. We've just published another short video from Neil that you might find useful. www.huthwaiteinternational.com/horizons/how-can-salespeople-use-spin-selling-questions
Loved it! Dare To Aim High…“Dare to Be