The aim of this workshop is to develop the selling skills of those delegates who are not normally associated to the sales department and who may be from a technical background in order for them to support the sales effort more productively.
At the end of the workshop the delegates will:
Understand the selling and buying cycles
Understand how to prepare for sales calls and meetings
Be aware of the importance of interpersonal skills (questioning, listening and non-verbal), and develop a strategy to be more effective in these areas
Clearly distinguish between features, benefits and advantages, so that the customer only hears what value you can offer them
Be confident to use selling techniques (overcoming objections, closing etc) in a face to face situation
Know what the White Sheet process is and how to apply it to sales campaigns
Comments from previous course participants:
‘Gives engineering a good overview of how sales work’
‘Very interesting on how to close a deal and handling objections’
‘Improves an engineers understanding of the business model and debugs negative views’
‘I have a much broader understanding of the operation and strategy behind sales and a clearer picture of how the interaction between sales and engineering should take place’
Maximum number of delegates: 12
Cost: 1.5 units
To register please email the Training Co-ordinator on registrations@thelearningcollaboration.com