SPANCO Training

• Equip participants with a systematic understanding of the SPANCO sales process.
• Enhance the ability to identify and refine potential leads from 'Suspect' to 'Prospect.' Instill effective 'Approach' methods for engaging potential clients.
• Impart tactics for successful 'Negotiation' with prospects.
• Develop skills for 'Closing' deals with higher conversion rates.
• Guide learners on managing 'Order' fulfillment efficiently and promptly.
• Cultivate an understanding of real-world sales scenarios through hands-on exercises.

• Recorded Videos After Training
• Digital Learning Material
• Course Completion Certificate
• 24x7 After Training Support

• Sales Executives
• Sales Managers
• Business Development Professionals
• Marketing Executives
• Entrepreneurs and Startup Founders
• CRM Professionals

• Basic understanding of sales terminologies.
• Prior experience in a sales or marketing role is advantageous but not mandatory.
• Strong communication skills.
• A keen interest in enhancing sales techniques and strategies.

• Multisoft Systems provides a globally recognized training certificate after successful completion of SPANCO certification course.

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
• 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:
• Phone calls
• a prospecting e-mail
• A connection
• 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
• 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