Sales Engineers must combine two roles: of a customer adviser and a salesman looking after own company profits.  This function requires efficient use of engineering knowledge and professional experiences that consist in solving technical problems. Simultaneously, it demands skills that are never taught at any technical university – effective confidence building, communication and influencing.
Furthermore, the role of sales engineer often makes new employees to confront a dilemma – how can I provide my customer with good advice, influence customer decisions and deserve customer confidence in a long run, and meet my own sales targets at the same time?  The consequences of the lack of an answer to this question for motivation are significant.
Workshops can be effective, if they are designed in detail together with future participants and their bosses, and workshop results are implemented in close collaboration with the head of the sales department.

For Whom?

For Sales Engineers.

Why?

The workshops are intended to develop soft skills and simultaneously enhance internal motivation of sales engineers. The outcomes are consistence and self-confidence needed if you have to face typical and surprising situations while selling technical products.

Framework Training Programme:

  1. Building customer confidence as the basis for effective sales – how to do this?
  2. Customer-decision maker needs connected with his/her role in his/her own company – context analysis and strategy selection.
  3. Preparation for a visit to the customer premises – how and why?
  4. Sales-oriented communication – the art of using logic and emotions
  5. Exerting influence during the sales process – presenting products and managing customer doubts
  6. Difficult situations during a meeting with a customer – practical solutions

Benefits:

By taking part in the workshop and implementing its results Sales Engineers will be able to:
  • Become more effective in building customer confidence,
  • Establish good personal relations with customers,
  • Put new methods of influencing into practice and analyse their effectiveness,
  • Use appropriate methods of communication to build good relations with and understand customers better,
  • Adapt their own strategies of acting to suit different decision makers at the customer’s company,
  • Manage situations that used to cause them problems during meetings with customers.

Offered Types of Training: An intensive three-day workshop – the best option is to divide it into two 1 ½ day sessions separated by the period of doing intersession individual “homework”. The Workshop Includes:

  • Exercises with the use of a camcorder
  • Communication exercises based on experiences from work with customers
  • Preparation of responses to customers’ objections
  • Common working out solutions to typical sales problems
  • Working on specially prepared case studies

For Whom?

For sales engineers, most favourably after completing Sales Oriented Communication Training

Why?

Commercial presentations “good for all” are very rarely an effective tool for building confidence and persuading a customer to conclude a transaction. Efficient and flexible accommodation of presentation contents to suit the audience and expected purpose determine the effect of presentation on customers. Customers want interesting presentations and a presenter who can win their confidence as a professional. How to meet such expectations – this is what workshop participants will learn.

Framework Training Programme:

Each time the training programme is tailor-made to suit the needs of a group taking part in training. Training basic components are following:
  1. How to gain the confidence of the audience?
  2. What do I do this for? Defining a presentation objective and the expectations of the audience.
  3. Building a presentation and selection of presented facts and illustrative material;
  4. Use of persuasion techniques in commercial presentation – principles and practical methods;
  5. Use of non-verbal communication adapted to suit presenter’s individuality;
  6. Visual aids support – deliberate choice of a method - PowerPoint presentation, videos, flipchart, brochures, a sheet of paper;
  7. Conducting a dialogue with the audience and dealing with questions;
  8. Coping with stage fright and difficult situations that occur during presentation.

Benefits:

  • Building a positive company and sales engineer’s image,
  • Gaining automatic customer interest in the company offer and sales options,
  • Gaining knowledge about customer doubts and reservations and dealing with them on the spot,
  • Workshops participants become aware of their strengths as presenters and their areas for development,
  • Sales engineers practise collaboration during preparation for presentations together and giving feedback to one another.

Offered Types of Training:

Workshops: Two- or three-day workshops for the groups of maximum 10 participants. the Participants have an opportunity to work with a camcorder, each will receive own disk with his/her performances recorded. Furthermore, the workshop includes individual and group exercises for practising the set of needed skills.
Individual coaching: We offer individual work with a trainer and coaching to individuals who need special improvement of their presentation skills and fluency in public speeches.

For Whom?

For sales engineers, most favourably after completing Sales Oriented Communication Training

Why?

The ability to efficiently demonstrate the structure and operation of technical equipment and its advantages as well as ease of operation builds customer confidence in the company and the product.
If sales engineer can skilfully teach interested customers how to operate the offered equipment and make them do this willingly – he/she will persuade them that product purchase is worth considering.  The most effective selling method worth using, both in the show-room and during a visit to the customer premises, is “try it and see how it works”.
The workshop is effective, if it is delivered in the show-room or training room, where the participants have access to both active equipment and manuals, consumables, etc.
 

Framework Training Programme:

  1. Effective demonstration of equipment – how to build sales engineer’s authority?
  2. Preparation for demonstration and a good demonstration schedule - exercises
  3. Individual equipment demonstration exercises with description of activities at the same time
  4. How to encourage customers and teach them to activate and operate equipment to the expected extent?
  5. Customer operates the equipment – how to make the most of this situation in the sales process?

Benefits:

  • Participants master the operation of equipment in front of the group of observers,
  • Participants learn to operate equipment and simultaneously describe their activities, give explanations and answer questions from the audience,
  • Clarification of questionable issues concerning equipment functioning and the methods of operating it,
  • Sales Engineers master specific customer-salesman interactions during mutual operation of equipment and observation of its working,
  • Enhancement of Sales Engineers’ professional authority in customers’ eyes.

Offered Types of Training:

Normally, a two-day workshop for a group of 12 participants. Workshop duration depends on the scope of technical activities and processes to be demonstrated and the number of workshop participants. During the workshop, the participants can train equipment demonstrations and briefing in front of co-participants and a trainer. Some workshop parts are recorded to enable learning using video materials.

Free Joomla! template by L.THEME | Documentation

Cookies make it easier for us to provide you with our services. With the usage of our services you permit us to use cookies.
More information Ok