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Course Overview This programme provides technical professionals with all the tools they need to successfully take on a sales role. It focuses on identifying existing strengths and clearly demonstrates how they can be applied with massive effectiveness into a sales role. Many engineers who are expected to sell as part of their role, start off on the wrong foot by convincing themselves they are not real 'salespeople'. Actually, quite the reverse is true. Logical, process thinkers - including engineers - can fill this role exceptionally well. The reason is simple. When you design, produce or service anything, you have to scope the requirements for its use from a number of different angles... which is precisely what consultative selling requires. It's the disclosure and development of customer needs and problems that allows you to develop and provide a solution. Course objectives: - To understand how engineering disciplines fit with the most modern accepted skills of selling
- To identify your natural communication strengths and show you how to augment them
- To reduce dependency on product knowledge
- To blend product knowledge, sales process and people behaviour together, to form long-term profitable business relationships
- To develop your personal action plan of what you will commit to back in the workplace
Audience This course is designed for engineers, and can also be tailored for any technical professionals. Those who are not from a sales background but require an good understanding of sales or who have some sales responsibility will also benefit. Course Outline DAY 1 Overview - What is a commercially aware sales person?
- The 'marketing window'
- The roles that have to be undertaken
- The differences between the 'amateur' and the 'professional'
- Understanding the different types of sale and adapting your approach
- Recognising the personal drivers and the business drivers
- Measuring the effectiveness of your activity
Communication Skills - Qualifying the decision makers
- Establishing rapport using behaviour styles and patterns
- Developing sales conversations
- Questioning models for effective outcomes
- Getting to the clients personal outcomes
- Using a consultative style as a problem solver
- Developing your listening skills
- PersuadingWithout Pressure
- Buyer's reactions to pressure
- Developing your influencing techniques
- Using features and benefits with maximum impact
- Understanding buying motives
- Getting to the buying strategies
DAY 2 WinningAgreement - Pre empting objections
- Gaining commitment
- Maintaining your confidence
- Getting the timing right
- Recognising signals and dealing with them
Negotiating - Understanding the fundamentals
- When does selling stop and negotiating start?
- Selling effectively without weakening your negotiating position
- Being aware of the basic tools and tactics
Self Development - Continuous improvement planning
- Systematic self-appraisal
- The tools available and how to use them
Follow On Courses - Win-Win Negotiating
- Managing Technical Professionals: The Engineer as a Manager
- Maximising Productivity Under Pressure
- Business Communication Skills
- Internal Consulting Skills: LeveragingYour Expertise
- Getting ResultsWithout Authority
How to make a booking for the 7068775 course
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