Suitable participants
Who should attend
- Sales representatives
- Account managers
- Business-development teams
- Customer-facing managers
Consultative sales
SPIN Selling Methodology
Use structured questions to understand customer needs and hold more effective, value-focused sales conversations.
Published feeRM800
Duration1 day
Published feeRM800
Duration1 day
DeliverySales skills workshop
FundingHRD Corp claimable
Course objectives
What this course is designed to achieve
Sales representatives often need to close deals across different customers and products. This course introduces the SPIN framework as a repeatable method for uncovering needs and improving sales conversations.
Participants are guided to design an effective standard operating procedure that can support different sales situations.
Course fit and results
Who should attend and what they will learn
Learning outcomes
After completing the course
- Understand the four SPIN question types
- Understand features, advantages and benefits (FAB)
- Demonstrate FAB in a sales conversation
- Identify and address customer needs
- Build a repeatable sales approach
Detailed syllabus
Course outline
The learning areas below are carried over from ITPA’s existing course information and organised for easier review.
Section 1
Core learning areas
- Situation questions
- Problem questions
- Implication questions
- Need-payoff questions
- Features, advantages and benefits
- Applying SPIN to different customers and products
- Designing a practical sales SOP
The legacy page publishes the learning outcomes above rather than a timed module schedule.
Employer enquiry
Discuss SPIN Selling Methodology with ITPA.
Ask about the latest schedule, group arrangements, customisation, quotation and HRD Corp claim documentation.