Engineering Sales Training for sales

'Selling for Engineers'
'Sales Prospecting for Engineers'
'How to Hire a Good Technical
Salesperson'
The 'Selling for Engineers' manual is a
complete training course teaching you
everything you need to be successful at
winning orders for technical products and
services.

The manuals are intended for:
New recruits
People converting from other roles into sales
External sales representatives
Sales professionals
Business owners
Experienced sales people who need a refresher.
Sales managers.
It's particularly useful if you are a small, specialised
company and you
have received little or no formal sales training.

These manuals explain
exactly what you must do to
find new clients, increase
sales of engineering and
other technical products and
professional services, turn
more enquiries into firm,
profitable orders and hire
successful sales people who
make you money instead of
disappointing you. This
training is specifically for
people whose primary role is
scientific or technical but who
need to win new clients and
contracts. The course
teaches you the skills needed
to succeed in business
development for every type of
engineering, technical and
scientific products and
services.

Sales basics for beginners

The 'Sell your watch' exercise - the instinctive way is wrong
The 'Old Way' of selling versus the 'New Way'
Other common faults
When your are the customer, what do you look for in a salesperson?
Why does anybody buy anything? A fundamental understanding - people
will take action (buy) to get the solution to a problem which concerns them
Be very well informed - know your product, industry and customer history
The 'ideal' sales personality; see yourself as a 'Successful, friendly expert'

How to prospect for new business

Understand the importance of prospecting and do it

The prospecting process

See prospecting as a pump filling a pipeline

Who are you targeting?

Get face-to-face with more or the right prospects
Setting appointments
The methods - mail, phone, visits, email, fax, exhibitions, referrals etc.
How to write an effective sales letter
What to say on the phone
'Qualifying' the prospect
Protect your prospecting time
Log your prospecting statistics
Know the value of each new prospect contact
Dealing with common problems

Finding and keeping an
outstanding sales producer
isn’t easy.
You are going to need the
right strategies and, be
warned, they may clash with
the ideas you hold now.
Read this manual, with an
open mind, and you’ll get an
understanding of what it takes
to find your own champion
salesperson.

If you are interested in this
subject, don't wait:

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Sales-led companies (most of them in non-techie sectors) use prospecting as their
standard way of developing business because it is simple and has been proven
effective over decades. But very few technical organisations have followed this
example. That’s a shame because the method works for any activity and it can deal
with some otherwise difficult problems:
If your business has times when there’s too much work and others when there isn’t
enough, prospecting can regulate the workflow and make it more manageable.
It can improve the profitability of the jobs you win and increase the proportion of quotes
that turn into orders.
If you are in a competitive market, competent prospecting gives you a potent
advantage.

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