Huthwaite International is a worldwide leader in solutions aiming to increase sales performance. With programs translated and delivered in over 33 foreign languages and an international network covering four continents, Huthwaite is a partner for success. Even from the start-up of the company (as Huthwaite Research Group), every implemented project or program have been centered and focused on research. Today, the company provides the worldwide business community with the only sales training in the world based on an empiric research.

Huthwaite Research – methodology

What is the difference between a good salesman and an exceptional salesman? What does the second one do in order to complete a meeting by winning the customer? Why some sales visit is successful and other doesn’t? How can you measure success or failure?

30 years ago, Huthwaite International approached many multinational companies by asking these questions, requesting a study that can determine the skills are common for all the exceptional salesmen.

The research performed by Huthwaite International is the most comprehensive study ever made upon successful selling:

• 30 years of study
• 40.000 monitored sales visits
• implemented in 28 countries

Through the effective analysis of sales visits, Huthwaite discovered that the skills that made some salesmen exceptional were natural abilities, used more without being aware of it. The results of the research allowed the isolation of a series of behavioral characteristics of the successful salesman that set the grounds of the SPIN® model.

Later the model was developed during the SPIN® Selling Skills course, based on the understanding of these abilities and the participants being able to assume the behavioral changes necessary to become exceptional salesmen. Instead of networks and techniques, all the participants have the opportunity to practice simultaneously and to learn from their own behaviors.

SPIN® Selling Skills, in Romania through Sales Academy – part of Trend Consult Group, is targeted to everybody involved in sales of expensive goods and services, whose acquisition process represents an important decision for the client.

The course is ideal for sales executives and sales managers. At the same time, it is suitable for the technical and support teams involved in the sales process and those people that come across sales opportunities due to the nature of their activities.