Download the Brochure: Sales and Selling for Engineering, Finance and other Technical Professionals

Regardless of the business you’re in, sales is one of the most critical functions for maintaining health and vitality. It’s important that you broaden your professional skill set to include this valuable tool. Whether you work in design, engineering, product support, supply chain, maintenance, spares, manufacturing, data analysis or operations, sales are essential to keep your business profitable. 

Your unique understanding and insight into the designs, processes and inner workings of your company’s products and services, positions you as one of the best suited individuals to represent your company and its products. This program is designed specifically to give you the tools to do just that.

PROGRAM OVERVIEW:

Many people believe that sales skills are incredibly difficult to develop or are simply a trait that you’ve got to be born with. Years of research have proven these concepts false. As a technical expert you’re the perfect candidate to lead the way in matching the products and solutions your company offers to the challenges and problems faced by your customers.

Advancements in the complexity of products have had an enormous impact on the roles and responsibilities of technical experts. The sales function is moving farther into the territory of engineering, finance and other technical professionals. To advance and succeed in your career, it’s important to build your sales skills. 

This informative and hands-on program is made for people with your technical background. You’ll learn the steps of successful selling and understand the concrete processes needed to apply them.

YOU’LL LEARN:

• How to uncover potential client needs
• Methods to help customers solve their problems by application of your products and services
• Processes to demonstrate value from your customers’ perspective
• Useful techniques to reframe client perspectives of the solutions you offer to overcome objections to the purchase
• How to close the sale

Using practical, hands-on exercises, you’ll receive training in a secure and risk free environment making learning comfortable, yet practical enough to apply anywhere.

You’ll also have the opportunity to practice selling skills based on your own company’s products and services.

DESIGNED FOR:

Sales and Selling for Engineering, Finance and other Technical Professionals is designed for individuals with little or no formal sales training, who want to expand their portfolio of skills. You’ll strengthen your career, increase your capabilities and broaden your understanding of sound business practices and sales techniques.

Participants in any of these areas will benefit:

• Technical professionals
• Engineers
• Customer service managers
• Accountants
• Contract managers
• Finance experts
• Entrepreneurs
• Marketing staff
• Operations experts
• Research and design
• Trainers and sales managers valuing fresh insight to hone and improve their sales training or sales management 
• Anyone wanting to broaden their career opportunities to include sales/marketing responsibilities

LEARNING OBJECTIVES:

• Portray the critical role selling plays in the marketing effort
• Illustrate and confirm why selling plays a valuable and honorable role in society and business
• Introduce the eight steps of selling with a strong emphasis on application
• Understand the customer – What they’re thinking and why they want to buy
• Expose the six basic principles of sales ‘negotiations’
• The critical role of customer and quality service after the sale

OUTLINE:

1. Introduction to the Sales Process
   1. The two characteristics of good salespeople
   2. Why salespeople will never be obsolete
   3. How you can be persuasive; it all starts with the customer
   4. Why people buy; ‘the mind of the customer’
   5. The two needs of every customer
   6. The role of ‘trust’ in selling
2. How to Sell: The 8 Steps in the Sales Interview
   1. Prospecting methods
      1. Six prospecting methods
      2. Moving from prospect to qualified prospect
      3. Are you or should you be keeping a prospect file?
   2. The all important approach
      1. Homework: Earning a place at the table by knowing your customers business and environment
      2. The power of first impressions
      3. Using the ‘Opening General Benefit Statement' (OGBS)
      4. Authoring and practicing an 'OGBS'
      5. Revisiting body language and appearance
   3. Discovering what your customer needs and values
      1. Why ‘probing’ might be the most important step in selling
      2. Discovering your customer driver’s: The 3 types of questions to ask
      3. Understanding how to use ‘high input’ questions during probing
      4. Authoring ‘questions’ you can use to make the sale
      5. A practical exercise on probing
   4. The presentation; Aligning your value proposition to the customer’s needs
      1. Understanding the production benefit profile: features, advantages and benefits
      2. How to ‘add value’ through proof statements
      3. Practical exercise in benefit selling
      4. Introduction to ‘trial close’ and its use
      5. Practical exercise on ‘trial close’
   5. Strategies for overcoming objections
      1. The two-step strategy for overcoming objections
         1. Isolate the objection
         2. Overcome the objection
      2. Techniques for overcoming objections
         1. Testimonials
         2. Positive conversion
         3. Warranties and guarantees
         4. Counter questions
         5. “Yes,…but…” approach
      3. How to minimize the price objection
         1. The nature of the price objection
         2. Five ways to minimize the price objection
         3. Practical exercise on overcoming the price objection
   6. How to close the sale
      1. The four reasons for closing failure
      2. The two phases to closing
         1. Summary of benefits
         2. Ask for the order
      3. Six ways to request an order
         1. Direct approach
         2. Alternative approach assumptive close
         3. Standing room only
         4. Extra inducement
         5. Silence
      4. Practical exercise on closing
   7. How to use negotiation skills in selling
      1. Everything is negotiable (delivery, quantity, fees and price)
      2. The five major negotiation principles
      3. Practical exercise on negotiating price
   8. Service after the sale
      1. The salespersons role in customer/quality service
      2. How to start the next sale after the close
      3. Five tips to becoming a customer service ‘star’

LOCATION:

Sales and Selling for Engineering, Finance and Other Technical Professionals will be held in the CMD Training Center in the Woodman Alumni Building on the Wichita State University campus in Wichita, Kansas.   

General Information for Nearby Accommodations

Candlewood Suites
3141 N Webb Rd
Wichita, Kansas 67226
(316) 634-6070

Courtyard by Marriott
2975 N Webb Rd
Wichita, Kansas 67226
(316) 636-4600

Hilton Garden Inn
2041 N Bradley Fair Pkwy
Wichita, Kansas 67206
(316) 219-4444

Residence Inn
1212 N Greenwich Rd
Wichita, Kansas 67206
(316) 682-7300