Professional Sales Training for Engineers & Scientists

Professional Sales [+]

Foundational module covering role of sales professional in consultative selling process and includes salespersons’ role in helping to optimize overall business performance

Overview:

  • Discuss the role of a sales professional in a complex and technical sales process
  • Review standard financial metrics and the salespersons’ role in helping to optimize overall business performance
  • Discuss the importance of ethics, trust, expertise and continuous learning to a high-performing sales professional
  • This is a good foundational module before launching into the more detailed and tactical material later in the program
  • Activities include interactive discussions, white boarding, remote-polling and reflection

Objectives:

  • Understand role of a sales professional responsible for managing complex sales
  • Understand business operations and adapt your activities and decisions based on this insight 
  • Recognize the critical value of ethics and trust in selling
  • Understand that continuous learning and teaching enable maximum value 



PR5 Sales Process™ (Sales Process & Tactics) [+]

Covers our 5-step sales process for managing complex sales that includes 5 sessions:
Prepare, Probe, Prove, Procure, Preserve


Overview:

  •  Typically, two full days. 5-step sales process for managing complex sales that includes: Prepare, Probe, Prove, Procure, Preserve
  • Covers a full range of issues include questioning techniques, needs-based solution selling, buying facilitation, proposal research and preparation and post-sale follow-up
  • Core module on which all subsequent material will build 
  • Activities include interactive discussion, role-playing, white boarding, remote-polling and reflection

Objectives:

Prepare

  • Understanding the importance of gathering pre-call information to prepare for sales dialogue
  • Advance skills in engaging customer/supplier to set appointments
  • Integrate sales call planning into your routine and write effective customer/supplier value propositions
  • Develop habit of reviewing each call to learn and improve selling skills

Probe

  • Understand the difference between explicit and implicit needs and the impact on sales commitment
  • Improve two-way communications including active listening and questioning skills
  • Use and optimize needs development methodology within your environment to advance sales results
  • Understand and practice types of questions to identify explicit and implicit customer needs and advance sales discussions and your value
  • Recognize the critical need for thorough and accurate assessment activities to ensure optimal sales proposals and RFP responses

Prove

  • Recognize responsibility for leading and managing the proposal team and implement RACI team model
  • Write timely, well-organized and effective proposals to strengthen sales position
  • Describe the difference between features and benefits and identify them in proposals
  • Explain some of the special considerations in making formal sales presentations

Procure

  • Recognize and manage requests and situations that require cooperation vs. negotiations
  • Incorporate a reflection of the difference between sales advance and continuation in your daily practice
  • Know the PR5 sales process minimizes objections and drives client’s commitment decision

Preserve

  • Build and sustain strong client relationships to ensure long-term business success
  • Explain the concept and importance of customer lifetime value to your company’s financial success
  • Make asking for referrals an automatic element of the sales process


Negotiations [+]

Bolts-on to the PR5 process and builds negotiations understanding and capability where ideally agreement is reached mutually and cooperatively 

Overview: 

  • Importance of using solution based sales process in minimizing antagonistic negotiations
  • Cover basic negotiating techniques
  • Present a framework for conducting negotiations
  • Bolts-on to the PR5 process covered earlier where ideally agreement is reached mutually and cooperatively
  • Activities include discussion, video and white boarding

Objectives:

  • Learn how to close with the best price and terms possible while still building positive long-term relationships
  • Understand how PR5, Needs Development and Buying Facilitation ease the negotiation process
  • Become a better negotiator to impact your professional effectiveness
  • Remember the key elements required for effective negotiations




Account Management [+]

Manage and strategically allocate focus and between all buying influences

Overview:

  • Discuss recognizing and manage multiple types of buying influences in each account
  • Introduce concepts of key and global account management (KAM and GAM)
  • Provide example tools to be used in KAM/GAM
  • This is introductory material to KAM and GAM to present the ideas and possible value to pursuing this kind of strategy
  • Activities include interactive discussion, white boarding, remote-polling and reflection

Objectives:

  • Categorize primary types of account-level buying influences
  • Manage and strategically allocate focus between all buying influences
  • Recognize that account segmentation enables better resource decision-making
  • Understand basic management tools to track organizational performance 


Territory Management [+]

Discuss overall territory management including planning, strategy, time management, data collection and metrics

Overview:

  • Overall territory management including planning, strategy, time management, data collection and metrics
  • A range of hands-on tools including: sales funnel, call reporting, sales bridges, revenue forecast, win-loss-pending, risk and opportunity tracking
  • The ‘tie it all together’ module that provides a way to see how the skills presented work together to optimize results for the sales professionals
  • Activities include interactive discussion, remote polling and reflection

Objectives:

  • Understand the importance of knowing your company’s position in your territory to prioritize selling time and activities
  • Employ specific tools to ensure meaningful data-driven decision-making