©2012 Huthwaite, Inc.www.huthwaite.com

HUTHWAITE’S PUBLIC WORKSHOP

IMPROVE YOUR SKILLS AND RESULTS AT HUTHWAITE’S PUBLIC WORKSHOPS

SPIN® Selling 2.02 day course, lunch included. $1595

The SPIN® 2.0 Public Workshop helps partici-pants find ways to differentiate their offerings, shorten their sales cycles, strengthen customer relationships and improve their sales effective-ness. The program provides participants the skills to understand their customers’ real busi-ness issues.

Coaching SPIN®

1 day course, lunch included. $995

The Coaching SPIN® 2.0 workshop helpsparticipants overcome coaching fears and createreceptivity to coaching, build team support forcoaching and skill improvement, provide feed-back in a way that motivates and leads to posi-tive change, and help salespeople plan their objectives before a call.

Negotiating Skills Workshop™2 day course, lunch included. $1695

Negotiating Skills Workshop™ will help partici-pants close more negotiations, avoid giving up profits unnecessarily and create long-term partnerships that grow to profitable maturity. Using a highly interactive format, this program prepares participants to negotiate the best deal while still satisfying the other party.

Buyer Focused Marketing™2 day course, lunch included. $1595

Buyer Focused Marketing helps participants create customer demand by understanding the Buying Cycle™ and how to create value at each stage. As sales and marketing teams approach genuine alignment with customers, they automatically achieve internal alignment with each other. As they learn to speak the same language, they become a formidable team in reaching the market.

Winning Sales Strategies™2 day course, lunch included. $1695

The Winning Sales Strategies™ workshop teaches participants how to get to the decision-maker, deal with competition, understand buyer psychology, and identify new business within existing customer accounts.

Huthwaite is the world’s leading sales performance improvement organization. Founded on scientifically validated behavioral research, our methodologies which include the internationally renowned SPIN® Selling, guarantee sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improve-ment and coaching programs that drive real business results.

Huthwaite…Focus on the BuyerFor more information about Huthwaite products... please visit www.Huthwaite.com or call 703-467-3800

TO REGISTER OR FOR MORE INFORMATION

PLEASE VISIT WWW.HUTHWAITE.COM

OR CALL 703-467-3800

TO REGISTER OR FOR MORE INFORMATION

PLEASE VISIT WWW.HUTHWAITE.COM

OR CALL 703-467-3800

©2012 Huthwaite, Inc.www.huthwaite.com

HUTHWAITE’S PUBLIC WORKSHOP 2012 Schedule

SPIN® SELLING & COACHING SPIN®

NEGOTIATING SKILLSWORKSHOP™

BUYER FOCUSEDMARKETING™

WINNING SALES STRATEGIES™

JANUARYDallas, TX 24-25San Jose, CA 24-25San Jose, CA 26 (Coaching)New York, NY 30-31

FEBRUARYAtlanta, GA 7-8Irvine, CA 14-15

MARCHToronto, ON 6-7Arlington, VA 13-14Denver, CO 13-14Chicago, IL 20-21Orlando, FL 27-28

APRILBoston, MA 3-4Dallas, TX 10-11Los Angeles, CA 17-18Minneapolis, MN 24-25

MAYChicago, IL 1-2Chicago, IL 3rd (Coaching)New York, NY 8-9Atlanta, GA 15-16Denver,CO 22-23

JUNEHerndon, VA 5-6Toronto, ON 12-13

JULYBoston, MA 10-11Minneapolis, MN 17-18

AUGUSTIrvine, CA 7-8Irvine, CA 9th (Coaching)Chicago, IL 14-15New York, NY 21-22

SEPTEMBEROrlando, FL 11-12San Francisco, CA 11-12Arlington, VA 18-19Arlington, VA 20th (Coaching)

OCTOBERNew York, NY 9-10Toronto, ON 9-10Boston, MA 16-17Chicago, IL 23-24

NOVEMBERAtlanta, GA 13-14Los Angeles, CA 13-14

DECEMBERHerndon, VA 4-5Irvine, CA 4-5Chicago, IL 11-12San Francisco, CA 11-12

FEBRUARYNew York, NY 1-2

MARCHArlington, VA 15-16

JUNEToronto, ON 14-15

JULYBoston, MA 12-13

SEPTEMBERSan Francisco, CA 13-14

NOVEMBERAtlanta, GA 15-16

FEBRUARYAtlanta, GA 9-10

APRILLos Angeles, CA 19-20Boston, MA 24-25

JUNEHerndon, VA 7-8

AUGUSTArlington, VA 28-29

OCTOBERChicago, IL 25-26

DECEMBERHerndon, VA 6-7

FEBRUARYIrvine, CA 16-17

MAYNew York, NY 10-11

AUGUSTChicago, IL 16-17

OCTOBERBoston, MA 18-19

©2012 Huthwaite, Inc.www.huthwaite.com

HUTHWAITE’S PUBLIC WORKSHOP

& THE INTEGRATED LEARNING EXPERIENCE

Step 1: Pre-assessment• The pre-assessment is used as a benchmark to

measure progress throughout the learner experience• There are four variations of this assessment, which

provide side-by-side comparisons and bench-marking without having to retake the same test

• Comprehensive reports are available for benchmarking and standard setting

Step 2: Pre-eLearning• Introduces key skills and their importance• Includes exercises to help participants distinguish

between different behaviors• Simulations with customer/seller dialogues offer a

controlled practice environment where early successcan be achieved and early feedback can be delivered

Step 3: Instructor-led Training• Expert-led workshop that focuses on individual

and group skill-building activities, role playing and continuous feedback

• Sequentially builds skills, each providing a foundation for the next

• Facilitated by Huthwaite’s world-class Senior Training Consultants

Step 4: Reinforcement - 30 Day Plan• Daily skill drills to reinforce key concepts• Delivered electronically directly to the learner

Post-eLearning• On-demand access to key concepts to support

learning as participants convert theory to practice

Step 5: Post-assessment• Launches 30 days after completion of the

skills workshop• Measures skills built since pre-assessment• Individual reports prescribe personal development

plans for reinforcement and remediation• Group report prescribes group development plan

Step 6: Proficiency DevelopmentUp to this point in the Integrated Learning Experience, all the skills have received equal attention. With a strong foundation in place, the focus now turns to individual and group skill gaps or weaknesses.

Individual Reinforcement Modules• Based on the results of the post-assessment,

individuals are directed to e-learning reinforcementmodules

• Participants focus on one skill at a time

Manager-led Reinforcement Modules• Based on the results of the post-assessment,

managers are provided with activities and drillsthey can use in staff meetings or other settings to continue to build and reinforce skills of theirsalespeople in order to achieve mastery and behavior change.

CoachingFew individuals are skilled at assessing their own behav-ior. If the skills acquired through study and practice are not applied appropriately in the field, they will not yield results. Without professional feedback, most sellers will blindly repeat the same mistakes. Huthwaite’s Coaching SPIN® 2.0 provides managers with the practical coaching skills to help their sellers get it right in the field.

THE BUSINESS CHALLENGEOnce your salespeople learn effective, client-centered sales skills, it is critical that these new skills are embedded in their daily work practices. To achieve this, these new work practices must be measured, coached and consistently reinforced.

CHANGING SALES PERFORMANCEHuthwaite’s Integrated Learning Experience is a six-step process engineered to deliver effective behavior change and embed sustainable, high-impact work practices. This process ensures that learners are challenged to reach the deepest levels of understanding and assimilation. The experience starts with knowledge based learning and moves to skills-based learning, preparing participants for the complexity of real-world selling situations.