Sales training courses for engineers and techies


Read Sales training courses for engineers and techies Review

Description Of Sales training courses for engineers and techies Review

Engineer /
Experienced Salesman / Specialist Sales Trainer

2 1/2 day Sales workshop for GENBAND
Telecommunications (UK) Limited

Corporate Headquarters Frisco, Texas,
makes a speciality of Internet expertise utilized by telecommunications firms
and fastened, cellular and cable service suppliers that sends cellphone calls
over the Internet world wide throughout over 600 networks, together with
two-thirds of the world’s largest service supplier networks spanning
greater than 80 international locations.

GENBAND has analysis and improvement
amenities in Canada, China, Massachusetts, North Carolina, and Texas.
Genband lately bought Nortel’s CVAS enterprise and expertise.

Dr Dorit Columbus, Ahmed
Hamdani, Anna Lapshina – three of the delegates at GENBAND, Maidenhead
UK ‘Selling for Engineers seminar

“Presenter’s type saved
folks’s consideration by breaking into workshops / role-play for instance
factors. I’ve recognized areas the place I can enhance my presentation and
strategies in conferences to be simpler.”

“A helpful introduction to
gross sales strategies and methods for folks with an engineering-led
background and experiences.”

“Nice man, very open and
made you’re feeling snug. Lots of brainstorming along with your colleagues .
. .Good and straightforward ideas used through the periods that may be utilized
to each day job.”

“A pleasing seminar, very
useful to get some recent concepts to make use of in each day life to enhance
inter-personal relationships to carry out higher at work and ultimately to
get extra gross sales!”

“Very interactive, tons
of private expertise delivered. The seminar offered a broad vary of
features of gross sales work, masking several types of gross sales. Loads of
expertise has been proven and illustrated the instances. Practical workouts
helped to get a agency grip on do’s and don’ts.”

“Best of all I appreciated the
sensible workouts which helped so much to know the course
materials. Course is excellent as an preliminary step in gross sales. Good means of
delivering data – information by means of enjoyable.”

“The seminar was very
sensible, with many workouts getting us to comprehend the advantages of the
strategies and put them to the check. Would be good to make the course
longer – in the future further.”

“Realisation that gross sales
is inside us and that with some steerage engineers could make an enormous
distinction to the gross sales cycle by adapting our strategy to buyer
interplay.”

“Relaxed ambiance
permitting straightforward discussions. Presentation part was very helpful to me. I
wanted to make clear that in my very own thoughts and your session did that. An
wonderful introduction to gross sales held in a simple ambiance.”

“This was a superb
introduction to gross sales. Entertaining and insightful.”

“Good steadiness between
presentation and position play.”

“Introduction to the
fundamentals of gross sales strategies primarily based on the instructor’s personal expertise
(versus MBA kind of educational research).”

I
lately downloaded your e-book Selling for Engineers, which I
discovered very helpful.

I’d
prefer to get a duplicate of “Sales Prospecting for Engineers” .   

IT
Executive, Brisbane, Australia.  

I’ve simply downloaded
your 2 manuals, How to rent a superb Technical Salesman and Sales
prospecting for Engineers.

I introduced Selling for
Engineers some time in the past.

May I say how
delighted we now have been along with your manuals and how efficient we discover
the content material.

Sabre Home Security Ltd

Dear
Mr. Seviour

I
have simply learn your two books, “Selling for Engineers” and “How
to Create Powerful Technical Sales Literature”. I discovered them
each stuffed with extraordinarily clever pointers and feedback. I consider the
rules offered by the books are completely proper!

Congratulations on the books. 

Paul
Bentley, PJB Business Development  

We had been delighted
with the manuals.

At our final
advertising and marketing assembly I mentioned that I used to be so happy that I’d be
getting in contact with you. It was the realisation that you’re
not a big firm however a small firm that has put an terrible
lot of effort into an excellent product. 

I took your
manuals into the primary advertising and marketing assembly and left it with them.
At the second overview assembly the Production Director discovered them
so good that he could not put them down.  

The conscience
consideration (we might have fairly simply put it by means of the
computerized copier and then despatched them again to you with a observe
saying we aren’t ) was not allowed by advantage of the
indisputable fact that they had been so good and we had been delighted with them.  

When you’re
driving an organization ahead some instruments are helpful and some are
important. These manuals aren’t solely good worth for cash however
they fill all of the gaps we now have been wanting for.  

Colin Dawson,
Managing Director, Daletech Electronics Ltd  

“I lately learn
a e-book entitled Prospecting for Engineers by Robert Seviour. It
was written in easy, plain English and made a whole lot of sense
from a sensible viewpoint (completely the alternative to a whole lot of
theoretical enterprise books I’ve tried to learn). I bought the
impression he’s a really, sensible, right down to earth type of man.”
 

Mark Robinson,
Managing Director, Starret Precision Optical Ltd.  

That’s all labored
effective – nice speedy response. Its nice to have good service, I appear
to recall I loved coping with you all these years in the past!

I’ll take up your
form provide of one other title, fairly just like the sound of Powerful
closing strategies.

If you want any
testimonials from me, let me know, I’d be pleased to assist.

Thanks once more, good to
cope with  you. All good needs for 2010.

Sales & Marketing
Director

Britannia Kitchen
Ventilation Limited

Leamington Spa,
Warwickshire

The Selling for Engineers seminar has been
held in UK, Ireland, Germany, The Netherlands, Norway, Belgium, Austria,
Canada and the USA.

Robert is a fluent speaker of
German and French; the gross sales training for
engineering and scientific firm course may be delivered in these
languages in addition to English.

Concerned about profitable extra
purchasers for your technical enterprise?

Do you may have new individuals who
want training in the right way to promote?

Are you a Sales Manager who
must ‘get the message throughout”?

I will help – this has been
my speciality for 20+ years.

Robert Seviour teaches gross sales expertise to engineers, technical folks
and a various vary of trade delegates at his ‘Selling for
Engineers’ seminars.

It’s been a protracted journey from the
starting of his profession as a ‘hands-on’ mechanical engineer. 

‘I in all probability would have stayed in
engineering if a good friend had not talked me into becoming a member of a direct
gross sales organisation. There it was all totally different – what counted was
what number of new orders I used to be bringing in, not technical issues. It was
a complete new world to me. To my shock I loved promoting and was
good at it. There’s nothing like the excitement you get if you usher in
a giant order.”

Robert started his working life at ‘Power
Frequency Heating Ltd. within the London suburbs. This firm produced
‘pre-start heaters’ for emergency autos and massive vans and
different tools working in chilly climates. Customers included
Dennis Fire Engines, Carmichael Ambulances, Caterpillar Vehicles,
Petter Engines and Rolls Royce automobiles.

Later he shaped a enterprise, ‘Robert
Seviour – Energy Control Systems’ which put in ‘good’ heating
controls for massive homes and small industrial premises. An offshoot
of this exercise was to design and match photo voltaic heating programs for
home scorching water plus just a few attention-grabbing ‘one-offs’ which included
flue fuel secondary warmth exchangers for bigger home boilers.

In 1988 Robert bought the enterprise and
accepted an invite to turn out to be North American agent for Structural
Polymer Systems, a producer of epoxy adhesives and composite
supplies. He re-located to Vancouver, Canada and developed from
zero a shopper base of customers of this firm’s merchandise. The job
concerned discovering new clients and instructing them the right way to use these
superior supplies. 

Five years later he was requested to assist a
UK scientific organisation develop good technical gross sales. This
enterprise was an installer of microwave communications tools, the
personnel had been all engineers with no expertise of gross sales. Robert
coached them within the strategy of contract acquisition / enterprise
improvement.

The success of this operation led to an
invitation by different firms inside the Thorn group to repeat the
identical course with their divisions. For a yr Robert travelled
all through the UK bringing weekly teaching periods to this
organisation’s engineers and enterprise improvement folks. The
merchandise they had been promoting included safety programs and the design
of aerospace tools. 

Delegates engaged on an train at a Selling for Engineers
seminar Aberdeen Scotland

 

Delegates engaged on an train at a Selling for Engineers
seminar Aberdeen Scotland

The Selling for Engineers gross sales training guide
is particularly for engineers, scientists and techies of
all kinds – all about the right way to creating purchasers for
technical merchandise and companies. It’s  from a
specialised gross sales coach who has 20 years of
expertise training gross sales engineers.

If your
firm provides technical services or products and you
have had little or no formal gross sales training, this e-book
may be very helpful. As nicely because the fundamentals for gross sales
engineers, you will discover many attention-grabbing,  technical
gross sales suggestions. It’s for engineers, newcomers to gross sales
engineering and gross sales managers who need a supply of
concepts for gross sales conferences and to develop industrial
consciousness for engineers.

Order ‘Selling for Engineers’

Contents – the right way to:

Convert extra enquiries into closed contracts

Resist being ‘squeezed’ on worth

Be extra assured about promoting

Manage your day to unlock extra time for discovering extra
purchasers

Understand the motivations and desires of your
prospects

Reduce frustration when it doesn’t go your means

Achieve your gross sales targets

Develop a consultative gross sales course of that works

Build profitable enterprise relationships

Get referrals out of your clients

Qualify your prospects successfully

Find patrons’ ‘scorching buttons’ with highly effective questions

Reduce actions that waste time and vitality and value
you gross sales

Topics within the Selling for
Engineers guide

The significance of
enterprise improvement

The signs of weak
gross sales capacity

Comparison of a
‘sales-led’ versus a ‘product-led’ firm

Should we rent a science
graduate and practice him/her to promote?

The motive why most
‘techies’ aren’t ‘pure’ gross sales folks

What ‘techies’ actually
take into consideration promoting – the damaging stereotype

The persona traits
wanted for gross sales How to take your engineers and make them into your
gross sales drive

How to make a superb gross sales
presentation

Sales engineer expertise

Sales fundamentals for
novices

Common faults in gross sales
folks

When your are the
buyer, what do you look for in a salesman?

The ‘ideally suited’ gross sales
persona

How to prospect for new
enterprise

Prospecting strategies –
mail, cellphone, visits, electronic mail, fax, exhibitions, referrals

How to write down an
efficient gross sales letter

What to say on the cellphone

‘Qualifying’ the
prospect

Dealing with frequent
gross sales issues

Setting appointments

Meeting the prospect –
the gross sales interview

How to cope with
totally different persona sorts

Discovering the customer’s
motivations

The gross sales presentation

The lure of the
pleasant, useful purchaser

Presenting to teachers
and specialists

Asking for the order and
closing the sale

Sales consultant
{qualifications}

Good solutions to
tough objections, together with

– ‘It’s too costly’

– ‘I’m getting different
quotes’

–  We’re pleased with
our current provider’

– ‘I need to take into consideration
it’

Dealing with ‘tough’
patrons

– Handling the
aggressive / dominant kind

Common causes for lack
of gross sales success – and what to do about them

How to remain motivated
and get out of a gross sales stoop

A refresher for older /
skilled salespeople

Team administration
rules for Sales Managers

How to win repeat
enterprise.

The causes for the rise
and fall of firms

The ‘Sales Process Flow
Chart’

 

The capacity to advertise an thought successfully makes the
distinction between failure and success in an expert profession.

 

How efficient are you at  producing new enterprise
alternatives?

Do
you change most of your enquiries into closed enterprise?

 
Some easy adjustments in your gross sales strategy can
make a giant distinction,

let me present you.

 

The

‘Selling for Engineers Manual’ is
provided as an digital file in

Adobe Acrobat (.pdf) format
which you print your self.

 When your bank card is allowed you
will obtain an order affirmation through electronic mail and on the spot entry to
obtain your guide from the net.

The capacity to advertise an thought successfully makes the
distinction between failure and success in an expert profession.

How efficient are you at  producing new enterprise
alternatives?

Do
you change most of your enquiries into closed enterprise?

Some easy adjustments in your gross sales strategy can
make a giant distinction,

let me present you.

The

‘Selling for Engineers Manual’ is
provided as an digital file in

Adobe Acrobat (.pdf) format
which you print your self.

 When your bank card is allowed you
will obtain an order affirmation through electronic mail and on the spot entry to
obtain your guide from the net.

I assure that you’ll
like my books,

for those who do not agree, I’ll refund your cash instantly with out
query.

Once you press the order hyperlink under you’ll
have the ability to obtain instantly.

      

      

Selling for Engineers

Prospecting for Engineers

How to Hire a Good Technical Salesman

How to Create Powerful Technical Sales Literature

How to Motivate Sales People

with out spending some huge cash

Click right here to order the 5 quantity ‘Selling for Engineers’ set

 – welche gerade mit dem
Vertrieb eines Produktes anfangen, oder schon laengere
Erfahrungen in diesem Bereich besitzen. Der Inhalt hat
sowohl produktspezifischen als auch
ingenieurwissenschaftlichen Charakter. Es handelt sich um
einen interaktiven Workshop welcher auf wissenschaftlichen
Grundlagen des Verkaufs beruht. Dieses Seminar wird von mir
bereits seit 18 Jahren, auf Deutsch und Englisch, in grossen
und kleinen Betrieben innerhalb Europas und Nordamerika
vorgetragen. Die typischen Berufsbezeichnungen meiner
Teilnehmer sind unter anderem: Sales Engineer, Account
Manager, Business Development Manager, kurzum jeder der
berufsbedingt mit Neukunden zu tun hat. 

___________________________________________________________________

Thank You, The guide
downloaded completely. . . . I’d like to have a duplicate of Prospecting
for Engineers. Thank you for your excellent customer support – you may have
discovered nicely!

Mike Kusch
Director Of Technical Marketing
Sherman Dixie Concrete Industries

___________________________________________________________________

“It takes no time in any respect to grasp there are
advantages available from this presentation”.

“Not a jargon-based course”.

John Flett, Mott McDonald.

Enlightening, very informative”.

Allan McDonald, CAN (Offshore) Ltd.

“An insightful look into the gross sales world”.

Tommy Mackay, CAN
(Offshore) Ltd.

In Aberdeen, Scotland, the principal centre for the UK oil and fuel
trade, I’ve been proud to work with Performance Improvements, Pi,
who’ve grown from a handful of engineering consultants in a single constructing
to a sizeable group with workplaces all through the UK. Managing Director
Steve Wright believes within the worth of related gross sales training, and the
fast progress of his firm (lately bought by AMEC) demonstrates
its effectiveness.

Hi, Robert,
You did an ideal job AND we had a whole lot of enjoyable. I remembering making our
gross sales guys really do some telemarketing through the training.

We are doing very nicely, and persevering with to develop.

Click right here to go to

Seminars, talks and workshops are supplied to college students at universities
and technical establishments with out cost or at lowered charges.

Please
contact me for extra data

Comments from a gross sales training session at
Barcol-Air Ltd – Radiant Cooling Heating Systems, Oxford CT USA

“It was useful in
developing a strategy to discuss to purchasers / reps to be able to have a greater
probability at getting gross sales.”

Feedback feedback from a

University of Edinburgh School of
Engineering.

Engineering college students
engaged on an train 

“Good enjoyable and informative.”

“The interplay with the
teams and position performs had been very helpful. How to establish the shopper’s
wants was excellent. The workshop was very nicely offered and
interactive. I’ve discovered so much in a brief house of time. It was
wonderful to have someone with precise sensible expertise to current
their recommendation on gross sales in a logical and clear method – some professors
ought to attend!!”

“Interesting workouts saved
the viewers engaged. An important introduction to gross sales expertise.”

“Presenter appeared to have an
in depth information of the topic. Good examples, informative notes.”

“I bought some extraordinarily helpful
hints on the right way to go about promoting merchandise in a technical setting. .
. the recommendation on displays was very helpful. Thanks very a lot, very
useful certainly.”

“Interesting logical
strategy to promoting. . . . . enjoyable and interactive.”

Participant feedback from a Cambridge
University spinout firm.

“Thanks Robert, the session
was very helpful. Thought upsetting. Great overview, tailor-made to our
wants as and after they popped up through the session.”

Matt – Consulting Engineer

“Useful workouts and concepts,
tailor-made nicely to our circumstances. Interesting concepts concerning shopper
focus / self-focus. Lots of latest concepts. Well taught, informative day.”

Participant feedback from SMD, Wallsend, UK
who design and manufacture subsea robotics together with remotely operated
autos (ROVs), underwater propulsion and management merchandise.

“Good overview of gross sales
course of expertise.”

“Good refresher on gross sales
administration and strategies.”

“I appreciated the pleasant and
casual supply of the course. There had been a number of new gross sales concepts /
strategies that I’ll use.”

“A really interactive seminar
which bought everybody pondering and speaking.”

“Clear, easy, straightforward to
bear in mind factors.”

“Related typically to our
enterprise – actual world. A helpful overview of the important thing rules and
issues related to technical gross sales.”

“Enjoyed the primary session –
quick tempo, sensible actions, sense of course.”

UCLA Anderson School of Management, Los
Angeles offered a half-day

Sales Skill-building
Workshop led by Robert Seviour

Feedback from this occasion:

“The workshop was accomplished in a memorable & enjoyable means. The method was
taught in a simple to know means. The presentation is nicely formatted”

“Presentation was clear,
concise & easy, which made it very straightforward to comply with. Just the correct
degree for me. It’s an ideal intro class”

“The workouts had been very
efficient in solidifying core ideas”

“I appreciated getting the
nice framework for efficiently partaking potential purchasers”

“It gave me a greater
understanding of the right way to strategy purchasers and improve risk of
promoting”

“Clear, easy ideas.
Easy to implement (utilizing position performs)”

“I actually just like the
mini-assignments to assist me perceive the supplies & retain the
information. The content material is de facto sensible . . .want the workshop was
longer”

“You are in lots of
conditions the place you’re promoting one thing – particularly your self”

“The define of
presentation parts was very useful. The web page with the
‘phrases-not-to-use’ was very helpful”

“I appreciated the mannequin of
instruction, then workouts. It helped make it concrete for me. I appreciated
the project to totally different groups and folks. It helped me get to know
everybody”

“Dear Robert,
Thank you a lot for giving us such an ideal class yesterday! I’ve by no means
bought an actual gross sales training earlier than and your class actually opened my eyes to
an attention-grabbing area.”

“What you confirmed us yesterday are actually essence of gross sales follow, and
I positively wish to overview them infrequently to maintain what
I’ve discovered.
Also, be at liberty to let me know whether or not in future you wish to go to
UCLA once more and give comparable trainings, and I shall be very happy to
be there!”

“Robert, thanks for
the workshop yesterday.  I’ve tried that first train – “Try to
promote Item X to me” with 3-4 engineers already.  Every one in all them
began data-dumping the options on me instantly. Thanks once more for
the very sensible and helpful workshop!

Thank you for your nice
promoting workshop yesterday.

University of Edinburgh

 offered a half-day

 Sales
Skills Workshop

Feedback from this occasion:

“Thought-provoking, not a prescriptive lecture”

“Easy to narrate materials
to actual world examples. Real details about gross sales strategies fairly
than summary theories”

“Very nicely delivered –
good construction & environment friendly. Relaxed strategy and pleasurable duties”

“All understood and very
nicely offered”

“V. informative. Easy to
bear in mind because of a number of examples and good explanations”

“Very pleasant and
casual”

“The workouts that
confirmed the intuitive however finally flawed gross sales pitch that I used to be utilizing
had been very helpful”

“The issues that had been
coated had been in easy phrases and gave a superb construction to the
gross sales course of”

“Interactive and entertaining”

“Informative – coated a
lot of features of gross sales which may be very helpful in an engineering
profession”

“I discovered the workshop helpful and informative. I’d suggest it
for last yr college students”

“Liked the involvement
features, time did not drag as there have been breaks and involvement. Really
good use of examples make it very easy to narrate to”

“Enjoyed degree pitched
at. Interactive degree good for me. Learned so much. Very
informative”

“I appreciated the sensible examples. Loads of helpful suggestions for
speaking between patrons and suppliers”

“Introduced me to systematic strategies of gross sales strategies. Will discover
this very helpful. Good to get some workouts as these illustrate factors
very nicely”
 

“A day boot camp of
gross sales methods and mind-set when approaching a possible
buyer”.

From an occasion held at UBC – University of
British Columbia, Vancouver, Canada:

“An important crash course for novices and refresher
for skilled individuals”

“Easy to know – very nicely offered. . . . Really
helped in structuring the thought course of to focus on through the
promoting course of”.

Comments from individuals
at an occasion held at Robert Gordon University Aberdeen, Scotland:

Great course for folks new to gross sales or if
they want a radical overview of the fundamental rules”.
Mark Graham, Dominion Technology Gases Ltd

“Made me suppose in another way about promoting (in a
great way)”. Eric Brechet, Engspire.

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This is a map of the place the guests to this
web page got here from on 1 Aug 2018 – It appears I ought to open an workplace in East
Coast USA!

Contrast the diploma of curiosity within the USA
in regards to the enterprise of promoting technical merchandise with the extent in different
international locations, (in fact language is an element additionally).

If you may have learn this far and nonetheless have not
discovered what you need, get in contact – no cost for a chat. I’ve been in
gross sales and managed gross sales groups for over thirty years, I’ll have the
reply to your gross sales drawback.

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