SPIN Selling – Lunch and Learn – Rutgers NJAES Office of Continuing Professional Education

Course Status Notice – Not Scheduled

We do not have an offering of this course scheduled at this time. Please join our email list to be notified when the next offering is scheduled!

Lunch and Learn Series

This class is part of our Lunch and Learn series! Visit our Lunch and Learn page to see other workshops in the series.

Do you have a large group that needs this training? We can customize this course or one of our many other training offerings and deliver the instruction to your team remotely or in-person! For more information, contact Sharon Gutterman at 848-932-7701 or gutterman@njaes.rutgers.edu.

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Course Details

Course Name: SPIN Selling
Course Code: BD0312WA25
Date of Most Recent Offering: October 10, 2024

Date: October 10, 2024 UPDATE THIS FOR NEXT OFFERING
Time: 1:00 pm – 2:00 pm EDT (Log in at 12:50 pm) UPDATE THIS FOR NEXT OFFERING

Location: Online UPDATE THIS FOR NEXT OFFERING
Format: Live, instructor-led UPDATE THIS FOR NEXT OFFERING

Registration Fee: $60 per person UPDATE THIS FOR NEXT OFFERING

Registration Closes: October 9, 2024 UPDATE THIS FOR NEXT OFFERING

Paying with a check, money order, or purchase order?
Payments should be made out to: Rutgers, The State University of New Jersey
Checks and money orders should be mailed to: Office of Continuing Professional Education, Attn: Registration Dept., 102 Ryders Ln, New Brunswick, NJ 08901-8519
Purchase Orders can be mailed to the address above or electronically sent to registration@njaes.rutgers.edu.

Course Overview

Take your selling skills to the next level and increase customer satisfaction through SPIN. Developed by Neil Rakham (after analyzing tens of thousands of sales interactions requiring multiple calls to close), the most successful transactions were achieved by using four types of questions in sequence:

Situation
Problem
Implication
Needs-Payoff

This workshop will introduce the SPIN Selling methodology and how to utilize it to your advantage.

Performance Objectives:

At the end of this session participants will:

Identify and practice key behaviors that enhance daily inclusion.
Develop skills in giving and receiving feedback that fosters inclusivity.
Understand personal thoughts and actions and their impact on positive intent.
Explore what an inclusive future looks like and started taking steps towards it.

Meet Your Instructor

Dean Goettsch

Dean Goettsch has worked in the training and development field for 25+ years in senior management and leadership positions with Siemens Healthcare, Brother International, Pfizer, Mercedes-Benz of Jorth America, and BASF. He holds a Bachelor’s Degree in Political Science from the College of New Jersey and a Masters Degree in Communication Arts from William Paterson University.

Dean is a contributing author to the “SELL!NG” newsletter series and won a Gold Editorial Award from the Professional Society for Sales and Marketing Training for his editorial submission, “Insights from the Purchasing Function.” Dean has taught as an adjunct instructor in the undergraduate and MBA programs of Saint Peter’s University, Long Island University, Moravian College, Kean University, William Paterson University, and the Dowling Institute. His areas of focus are sales, business communication, leadership and management, and Human Resources.

Continuing Education Credits

The most recent offering of this course was approved for 0.1 Rutgers CEUs.

This course is approved for 0.1 Rutgers CEUs.

Course Requirements and Policies

Technology Requirements

This online course will be delivered via Zoom. Registrants will receive a link to access the course by 4:00 pm EDT on October 9, 2024.

On October 10, 2024, please log into class at 12:50 pm (10 minutes before the start time). The course will start promptly at 1:00 pm EDT.

Equipment you will need to access this training:

A laptop or desktop computer or a tablet or smartphone that can support Zoom
Cameras are not required, but are recommended for class participation and engagement
Speakers and microphone are not necessary but highly recommended; a call in option is also available

Email Requirement

A unique email address is required for each registrant to register and access our courses.

If this is your first time registering with us, please provide your own unique email address when registering; do not provide an email address that you share with co-workers.
If you have previously taken classes with us and have used an email address that you share with your co-workers or supervisor, your account must be updated with a unique email address. To do this, please send an email to us at registration@njaes.rutgers.edu stating that your email address needs to be changed and include:
- Your full name
- The shared email address that needs to be changed
- Your unique email address
- A phone number where you can be reached if we have any questions

Cancellations and Substitutions

There are no refunds for this program. If you are unable to attend, you may send another person to attend in your place with no penalty.