On course for success

S.P.I.N. Selling


The developmentof a sales person’s skills is never endding . What was once an important skills has not become elementary due to constant practice. It is imperative that a sale person do not stop searching for ways to better himself or herself.

In this workshop, you will be introduce to the concepts of Relationship Selling through Personality Adaptation, SPIN techniques and Reflective Listening. Together these concepts anchor on two communication areas, i.e. asking questions and listening.

Personal Adaptation focuses on decoding the language of each personality type and how one can use the discovery to build rapport. It is also useful in turning distress person back to their character strength by tapping into the motivators of each Types.

SPIN techniques was developed by Neal Rackman. He is an authority in sales force effectiveness and is widely recognized for bringing analytical methods to the field of sales force improvement.

Course Contents

By the end of this workshop, you are expected to be able to:

  • Re-visiting approaches to selling strategy
  • Overview of the 4 stages of the ?customer buying process?
  • Recognition of needs: How to make your customer need you
  • Evaluating Options: Influencing customers? choice
  • Engaging a sales conversation using Reflective Listening
  • Role play on Reflective Listening
  • Team Challenge: Win As Much As You Can
  • Resolving Concerns: Overcoming final sales jitters

Who Should Attend

  • Managers
  • Senior Officers
  • Senior Managers

Our Expert

Thomas Lai, Principal Consultant, has more than 25 years experience having trained employees from 14 different industries. His courses are anchored on Customer Engagement, Transactional Analysis, EQ, Process Communication, Body Language analysis, and Motivational Interviewing.   Formerly a training manager with OSK Investment Bank and a HR specialist with Globe Silk Store, Thomas have also worked with a Singapore consulting firm as their country manager. Thomas is a certified EQ and Process Communication Model® trainer with 6 Seconds Network and Taibi Kahler Associates, USA respectively. Clients that have gained from his expertise include Allianz Insurance, BUM Equipments, CIMBAviva, Columbia Asia Hospital, Country Heights, Dagang Net Technologies, Great Eastern Insurance, Loh Guan Lye SC, MSIG Insurance, MUI Continental Insurance, Nokia, NEC, OCBC, Perdana University, SEGi University College, SEGi Nursing College, Sunway Integrated Properties, Taylor?s University, TimeDotCom, Tokio Marine Insurance. Thomas has also trained employees from UOB Bank, Public Bank, SME Bank, Bank Rakyat, Bank Muamalat, and Baiduri Bank (Brunei)

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