A research-based approach

Through our sales research we have been studying and improving sales behaviour for over 30 years.
From key account management to face-to-face selling, and in every sales situation you can imagine, we have a database in excess of 40,000 sales calls, isolating and documenting behavioural characteristics that differentiate effective sales people from the average.
The Huthwaite approach to sales training is neither theory-based nor received wisdom. Rather, it's field-researched, field-validated and field-proven to increase sales effectiveness. It is this 'based on fact' backbone to everything we do that allows our clients to trust our training in every aspect of selling. What's more, the sales research is never over. Every year we initiate new projects to investigate other areas of sales behaviour, and every year we learn more about how to improve it.

Sales effectiveness

The majority of the skills that determine sales effectiveness are interactive.  When people sell, persuade, negotiate or make presentations they communicate.
We know that some people communicate better than others. The baffling question is - exactly what do successful people do differently which makes them more effective? Huthwaite has spent the last 30 years answering this question. Incorporating a whole range of sales related situations, from face-to-face calls to negotiation, our work concentrates on three areas:

• How do successful people allocate their time to the different tasks they face ?
• Which issues do they focus on ?
• What are the behavioural skills they use to bring success?

Through our work we have isolated and documented the key skills that improve effectiveness in a specific interaction. For example, by observing many negotiations and analysing the data collected, we know what the most successful negotiators do differently.

We call this the success model: the ideal pattern of behaviour that is most likely to produce a successful outcome.

To learn more about Huthwaite contact us.