3-day Virtual Seminar

Consultative selling skills using SPIN & SPANCO

Overview

Consultative selling is a customer-centric approach that focuses on understanding customer needs, creating value, and building long-term relationships rather than simply selling products or services. In today’s complex and competitive markets, this approach is essential for improving sales effectiveness and sustaining revenue growth.

This topic explores how two proven frameworks-SPIN and SPANCO-can be integrated to build strong consultative selling capability.

Why you should Attend

In today’s competitive and insight-driven marketplace, customers expect sales professionals to understand their needs, create value, and guide them toward the right solution-not simply pitch products. Consultative selling has therefore become a critical capability for achieving sustainable sales success.

This webinar will help you:

• Shift from pitching to value-based selling: Learn how to move beyond feature-led conversations and engage customers through meaningful, needs-driven discussions
• Master effective customer discovery using SPIN: Develop the ability to ask powerful Situation, Problem, Implication, and Need-Payoff questions that uncover real customer challenges and buying motivations
• Apply a structured sales process with SPANCO: Understand how to manage the entire sales journey-from Suspect to Order-ensuring better pipeline discipline, visibility, and predictability
• Improve win rates and deal quality: Discover how combining SPIN’s questioning skills with SPANCO’s structured approach leads to stronger relationships, faster decision-making, and higher conversion rates
• Build credibility as a trusted advisor: Position yourself as a problem-solver who brings insight and value, strengthening customer trust and long-term partnerships
• Enhance consistency across the sales team: Equip yourself with repeatable frameworks that improve sales effectiveness, collaboration, and performance across roles and experience levels

Areas Covered in the Session

• SPIN Selling enhances the quality of sales conversations by equipping professionals with structured questioning skills-Situation, Problem, Implication, and Need-Payoff-to uncover real customer challenges, priorities, and buying motivations
• SPANCO provides a clear, disciplined end-to-end sales process, guiding sales professionals through each stage of the sales cycle-from Suspect to Order-ensuring consistency, control, and predictability

Together, SPIN and SPANCO enable sales professionals to diagnose customer needs accurately, align solutions to business value, and manage opportunities systematically. The focus shifts from transactional selling to insight-led engagement, positioning the salesperson as a trusted advisor rather than a vendor.

The session emphasizes practical application, helping participants strengthen discovery conversations, manage sales pipelines more effectively, improve conversion rates, and build lasting customer relationships across B2B and relationship-driven sales environments.

Who Will Benefit

• Sales Professionals and key Account Managers
• Business Development and Relationship Managers
• Sales Leaders and Managers
• Entrepreneurs and Consultants
• Customer-facing Professionals