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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: October 10, 2024
Time: 1:00 pm – 2:00 pm EDT (Log in at 12:50 pm)
Location: Online
Format: Live, instructor-led
Registration Fee: $60 per person
Registration Closes: October 9, 2024
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.
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
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.
Program Questions? We’re Here to Help!
If you have any questions about SPIN Selling, please don’t hesitate to reach out to us.
Program Coordinator: Marianne Bennett
848-932-7653
mbennett@njaes.rutgers.edu
For registration assistance, please contact our Registration Department at 848-932-9271, option 2 or email registration@njaes.rutgers.edu.
