Testimonials |
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“ I wanted to write and thank you and Huthwaite for your commitment to,
and success in instituting positive and tangible change within our
organisation. Before SPIN, there was very limited consistency within
and across each of our sales channels, we now have an over-riding
methodology which has been enthusiastically embraced at all levels.”
“ We were searching for a simple but highly effective sales process
which would help our front line service providers to improve their
effectiveness in their interactions with our clients. Huthwaite’s
research based SPIN Selling model has proven to be a highly effective,
client centric sales process which has focused our B.D.M’s on spending
more time thinking about why we are meeting with clients and executing
a meeting plan that creates value for our clients. This has been very
important as there are lots of competing pressures for time with an
advisor and we need to make sure our B.D.M.’s are creating value for
clients, not pushing products on them. SPIN has given us a practical,
easy to use process that has given everyone in the organisation a
common framework for discussing clients and differentiating us through
the quality of the engagement we are having with our clients.”
“ ……The Huthwaite planning skills were really useful in a situation
recently where we were putting an indicative offer forward to a client
for a potential deal. I was taking some senior people with me to the
meeting and I issued a planning meeting prior. I used the key
principles of the planning process, planned for an advance, and
identified key issues, questions and potential responses and so on. I
think that the impact this had on the meeting was that it was a lot
more structured, we were able to listen to the customer more and I’m
sure they felt more ‘heard’. I was also able to uncover some
information relating to the customer’s timeframe which had been
misunderstood from third party information. We did get the deal which
is probably worth over $400 000 in annualised revenue.”
“ I had great opportunity to apply the SPIN philosophy with a new
client who had been referred from another area in the bank. We
completed the SPIN meeting planner and identified that our objectives
were twofold. Firstly, we wanted to identify what they were doing now,
how and why and what kind of a customer were they – Institutional,
Corporate, Small Business etc? Secondly, we didn’t want to go to
tender, we wanted to present a proposal and avoid a pricing war. The
problem and implication questions were very helpful in relation to the
competitive analysis and ascertaining what strengths and weaknesses
both parties had. The explicit need we were able to uncover was the
requirement to have online flexibility to sign on anywhere. We operate
on a dial up function so we couldn’t respond to this need. As I had
planned for this particular concern, I had my responses ready which
involved highlighting that the dial up concern was a bigger issue for
them; it wasn’t just a banking issue. The end result was that after
another meeting using the SPIN approach, we are very close to signing
the deal which will be significant; their prospectus cited over $20
million per annum so this is big piece of business. The SPIN framework
definitely helped me to get to this point as I was prepared, there was
structure and I planned questions which uncovered more information than
I might have uncovered previously.”
“We really needed to transform our existing people into a high-powered,
world class sales force. Thanks to SPIN our sales have taken a turn for
the better.”
"The call started off with a statement from the owner that 'we don’t
outsource.' Through us of SPIN, built on solid precall planning, my rep
was able to determine the real need and then position a solution that
the customer is now buying."
"We gained a new client by learning what their problems were and proving that we can help them."
"We have worked with Huthwaite now for over four years and the results
speak for themselves. We have been very impressed and the relationship
now is as synergistic as it has ever been."
“What has impressed us about Huthwaite was their commitment to an
ongoing development process from day one. They have been with us all
the way and continue to work with us to help us enhance our competitive
edge.”
“If we hadn’t talked about the problem, we wouldn’t have the chance to
mend the relationship and we could end up losing the client without
even knowing why.”
"I spend more time gathering information and going through the SPIN
steps as opposed to immediately jumping into a product demo and hoping
that the prospect likes what they see."
"Success is not only measured in sales closed. It’s in the activity
leading to the close. 45 days following the training for our Area, I
can comfortably state that we have far more advances on sales processes
than we would have without the training."
“Forethought realised that we could not be all things to all people.
Huthwaite has given Forethought the skills we needed to become valuable
partners to those customers who require a consultative approach to
doing business.”
“I always believed I was good at what I do, but Huthwaite made me even
better,” he reveals. “They showed us a totally new style of selling.”
"The skills from the Huthwaite training have definitely helped me gain
more advances in client meetings and build relationships with them."
“We used Huthwaite’s call planning skills to set objectives and
formulate questions carefully. We can now cultivate new and current
customers alike more successfully because we’re so much better at
understanding their true business needs.”
"We gained a new client by learning what their problems were and proving that we can help them."
“I have been in this business for 34 years and this was, by far, the most effective training I have ever been through.”
“The Huthwaite training provided me with a very structured way to
prepare for a sales call. Now I ask the right questions that uncover
clients’ needs and lead to positive outcomes, be it an advance or a
closed deal.” “Our sales people are working together, using a common methodology and speaking a common sales language.”
Jim Richardson
“We realised it’s no longer enough just to open up our brochure at the
right time and describe each offering. If we want to be effective, we
have to show how we’re going to solve their clients’ problems. Of the
strong growth we experienced in the last year, we attribute between 10
and 15 percent of that growth to Huthwaite.” |
