SPANCO Training Certification Course

1. SPANCO Online Training Certification info@multisoftvirtualacademy.comwww.multisoftvirtualacademy.com (+91) 8130-666-206

2. About Multisoft Take your skills to next level with Multisoft Virtual Academy, one of the leading certification training providers in the market. Collaborating with top technology companies, we offer world-class one-on-one and corporate trainings to empower professionals and businesses around the world. Delivering high-quality trainings through Multisoft’s global subject matter experts, we offer more than 1500 courses in various domains. Multisoft offers tailored corporate training; project Based Training, comprehensive learning solution with lifetime e-learning access, after training support and globally recognized training certificates. About Course Multisoft Virtual Academy introduces its SPANCO Training Course, designed meticulously for professionals aiming to enhance their sales proficiency. SPANCO, an acronym for Suspect, Prospect, Approach, Negotiate, Close, and Order, offers a structured methodology to streamline and optimize sales processes. This course provides participants with an in-depth understanding of each stage, ensuring that they can identify potential leads and convert them effectively. info@multisoftvirtualacademy.comwww.multisoftvirtualacademy.com (+91) 8130-666-206

3. Module 1: Introduction & Ice Breakers Acclimatization and expectation setting with the participants Module 2: Sales Process Understanding of SPANCO Genesis of SPANCO Outcome Why prospecting is important Importance of identifying and developing needs Module 3: FAB’ing Feature Advantage and Benefits Weight of the Benefits Module 4: Need Hierarchy Recognition of Needs Understanding the need hierarchy Understanding Implied Needs Understanding Explicit Needs Importance of Explicit Needs and linkage to sales closure Need identification process Module 5: Suspecting Ideal Target Defining the target Qualifying the customer info@multisoftvirtualacademy.comwww.multisoftvirtualacademy.com (+91) 8130-666-206

4. Building a pipeline Module 6: Prospecting Plays Identifying the M – oney A – uthority N – eed Customer Research Buying process Determining the list of contacts Get a meeting with the prospect Implementing the effective prospecting strategy Bringing value from the first contact Use different methods: 1)Phone calls 2)a prospecting e-mail 3)A connection 4)Social selling Choosing the most suitable method Determining the best timing Module 7: Analysis (Approach) Discovery and in-depth analysis of prospect's needs. Begin discussion with the prospect Do’s and Don’ts of a call Neutrality & Active listening Getting to express needs and problems info@multisoftvirtualacademy.comwww.multisoftvirtualacademy.com (+91) 8130-666-206

5. SPIN methodology (overview and importance) Module 8: Negotiation Demonstrating the solution BATNA and finding BATNA Forging and surging a WIN:WIN Avoiding and preventing a stand off Module 9: Conclusion Lecture Logically concluding the sale Explaining the important modalities (deadlines, conditions of sale etc) Encourage the customer to continue (and sign, therefore) accurately describing the next steps in the buying process Using BATNA again Module 10: Order / (Obtaining Commitment) Ensure management of order to meet the customer's expectations Measure customer satisfaction Targeting either Order or Advance Preventing Continuation or No Sale info@multisoftvirtualacademy.comwww.multisoftvirtualacademy.com (+91) 8130-666-206