Demonstration of and Briefing on Technical Equipment

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.

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