SPIN® Selling Skills: Terracom Invests in a New Sales Philosophy

On May 19th and 20th, Terracom successfully hosted the highly impactful SPIN® Selling Skills sales training program at its headquarters in Bafra, Ioannina. This advanced sales training workshop was attended by members of Terracom’s Sales and Marketing teams, reinforcing the company’s commitment to continuous professional development and excellence in B2B sales.

What is SPIN® Selling and Why is it Important for B2B Sales?

Developed by Huthwaite and based on the analysis of over 40,000 sales calls, SPIN® Selling is a proven sales methodology that helps sales professionals excel by focusing on consultative selling. It enables teams to better understand customer needs, build trust, and create value-driven solutions that stand out in competitive markets.

This SPIN® Selling training addresses common challenges faced by sales teams, such as:

• Customers not understanding why solutions are priced higher than competitors.
• Difficulty communicating the unique value of products or services.
• Sales reps focusing too much on technical features instead of customer needs.
• Lack of a unified sales approach and shared language within the team.
• The need to effectively build value around key differentiators.

Expert Training by Pavlos Vavolas

The two-day program was expertly led by Pavlos Vavolas, Manager at ICAP Training Solutions and a seasoned sales professional with extensive experience at companies such as Nestlé, Vodafone, and Mytilineos. Pavlos’s expertise in sales coaching and passion for developing sales teams provided Terracom’s participants with actionable insights and practical skills to elevate their sales performance.

Key Benefits of the SPIN® Selling Skills Program for Terracom’s Sales Team

By participating in this SPIN® Selling Skills course, Terracom’s sales and marketing professionals gained the ability to:

• Analyze and improve their personal sales style and techniques.
• Identify where prospects are in the decision-making process and adapt their sales strategy accordingly.
• Use SPIN® questioning techniques (Situation, Problem, Implication, Need-Payoff) to uncover and develop customer needs.
• Handle objections confidently and close deals effectively.
• Build stronger customer relationships based on trust and value.
• Measure their sales performance against proven SPIN® behaviors.

Why Terracom Prioritizes Sales Training and Development

At Terracom, investing in sales skills training is a strategic priority to ensure that its teams not only provide cutting-edge technological solutions but also deliver a superior customer experience. By equipping salespeople with advanced techniques like SPIN® Selling, Terracom strengthens its position in the competitive B2B marketplace and fosters long-term client partnerships.

As Pavlos Vavolas puts it:

“Sales is lifestyle” — a mindset fully embraced by Terracom, where continuous learning and value creation are at the core of their sales philosophy.