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  • Instructor-led Online Training
  • Project Based Learning
  • Certified & Experienced Trainers
  • Course Completion Certificate
  • Lifetime e-Learning Access
  • 24x7 After Training Support

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SPANCO Training Course Overview

Master the SPANCO sales methodology with Multisoft Systems! From Suspect to Close, refine your sales strategy, enhance team performance, and ensure successful conversions. Enroll now for industry-leading training and certification.

The SPANCO Training Course, offered by Multisoft Systems, is a comprehensive program aimed at transforming participants into proficient sales professionals. SPANCO, an acronym for Suspect, Prospect, Approach, Negotiate, Close, and Order, provides a systematic roadmap to the sales process, ensuring effective lead conversion.

Commencing with the identification of potential 'Suspects,' the course delves deep into the art of refining these suspects into genuine 'Prospects.' Participants will be trained on the strategic 'Approach' methods to engage potential clients, followed by tactics for successful 'Negotiation.' The course reaches its crescendo with effective strategies to 'Close' deals and manage 'Order' fulfillment seamlessly. Every module is supplemented with real-world scenarios, interactive sessions, and hands-on exercises, fostering a practical understanding of the SPANCO methodology. Taught by industry stalwarts, the course promises to imbue participants with techniques to improve sales effectiveness. Upon completion, attendees not only gain confidence in their sales abilities but also earn a recognized certification from Multisoft Systems.

SPANCO Course Objective
  • 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.
SPANCO Online Training
  • Recorded Videos After Training
  • Digital Learning Material
  • Course Completion Certificate
  • 24x7 After Training Support
Target Audience
  • Sales Executives
  • Sales Managers
  • Business Development Professionals
  • Marketing Executives
  • Entrepreneurs and Startup Founders
  • CRM Professionals
Course Prerequisites
  • 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.
SPANCO Course Certification
  • Multisoft Systems provides a globally recognized training certificate after successful completion of SPANCO certification course.

SPANCO Training Course Content

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

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Free SPANCO Training Assessment

This assessment tests understanding of course content through MCQ and short answers, analytical thinking, problem-solving abilities, and effective communication of ideas. Some Multisoft Assessment Features :

  • User-friendly interface for easy navigation
  • Secure login and authentication measures to protect data
  • Automated scoring and grading to save time
  • Time limits and countdown timers to manage duration.
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SPANCO Corporate Training

Employee training and development programs are essential to the success of businesses worldwide. With our best-in-class corporate trainings you can enhance employee productivity and increase efficiency of your organization. Created by global subject matter experts, we offer highest quality content that are tailored to match your company’s learning goals and budget.


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360º Learning Solution

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Learning Assessment

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Certification Training Achievements: Recognizing Professional Expertise

Multisoft Systems is the “one-top learning platform” for everyone. Get trained with certified industry experts and receive a globally-recognized training certificate. Some Multisoft Training Certificate Features :

  • Globally recognized certificate
  • Course ID & Course Name
  • Certificate with Date of Issuance
  • Name and Digital Signature of the Awardee
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SPANCO Training FAQ's

SPANCO stands for Suspect, Prospect, Approach, Negotiate, Close, and Order. It's a systematic approach to the sales process, guiding professionals from lead identification to successful conversion.

While prior experience can be beneficial, it is not mandatory. The course is designed for both beginners and experienced sales professionals.

Yes, upon successful completion of the course and assessments, participants will receive a recognized certification from Multisoft Systems.

Absolutely. The course material is regularly updated by Multisoft Systems to reflect the latest trends and techniques in sales.

Multisoft Systems offers group and corporate discounts.

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