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CodeSignal

Conduct Effective Discovery and Position Product Value

via CodeSignal

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Overview

This course helps sales professionals master the skills to guide discovery conversations using SPIN Selling, Pain-Claim-Gain, and the ARC method. Engaging practice experiences reinforce these techniques, enabling sellers to build trust and communicate value.

Syllabus

  • Unit 1: Mastering SPIN Selling for Effective Discovery Conversations
    • The SPIN Selling Framework
    • Helping Teammates Master SPIN Selling
    • Applying SPIN Selling with Prospects
  • Unit 2: Presenting Product Benefits with the Pain-Claim-Gain Framework
    • Presenting on Pain-Claim-Gain
    • Positioning Product Value with Confidence
    • Summarizing Your Pain-Claim-Gain Conversation
  • Unit 3: Handle Objections with ARC
    • Teaching a Teammate the ARC Method
    • Master Objection Handling with ARC
    • Debriefing on Using ARC
  • Unit 4: Use Insight Hooks to Secure the Next Meeting
    • Secure the Next Meeting
    • Obtain Commitment for the Next Step
    • Mentoring Teammates to Secure the Next Meeting

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