Selling for Engineers
One-day Seminar
Edinburgh Wed 3rd September 2003
Gatwick Thurs 25th September 2003
Amsterdam Fri 3rd October 2003
Belfast Wed 8th October 2003
Dublin Wed 15th October 2003
Boston Wed 29th October 2003
Chicago Mon 2nd November 2003
Dallas Thurs 6th November 2003
San Jose Wed 12th November 2003
Seattle Fri 14th November 2003
Denver Thurs 20th November 2003
Toronto Tues 25th November 2003
The Selling for Engineers seminar is a good introduction to effective sales
principles for people who are new to selling, and also a useful refresher
for 'old hands'. It applies to selling both technical products and
intangible services.
Many Sales Engineers have been learning the technical skills of their job
for years but have had little formal training in selling. This course
helps correct that imbalance.
Typical job titles of delegates: Sales Engineer, Account Executive and
Business Development Manager.
Fee for this event is £300.
Telephone Sales Prospecting for Engineers
One-day Workshop
Leeds Mon 22nd September 2003
Belfast Thurs 9th October 2003
Dublin Thurs 16th October 2003
This event is a practical workshop teaching people in technical companies
how to find new customers on the phone. It is applicable to business
development for both tangible products and intangible services. The first
session addresses whom to target, what to say and how to handle problems.
The remainder of the day consists of live sales calls with coaching from
Robert Seviour; the objective being to give delegates some positive
experiences of prospecting, make sales appointments and maybe sell
something!
Please note that this telephone sales prospecting event is restricted to a
maximum of six delegates to permit individual coaching.
Fee for this event is £300.
Closing Techniques Workshop
Half day workshop
Edinburgh Wed 4th September 2003
Birmingham Fri 19th September 2003
Leeds Tues 23rd September 2003
Gatwick Fri 26th September 2003
Belfast Fri 10th October 2003
Dublin Fri 17th October 2003
Boston Thurs 30th October 2003
Chicago Tues 3rd November 2003
Dallas Fri 7th November 2003
San Jose Thurs 13th November 2003
Seattle Mon 17th November 2003
Denver Fri 21st November 2003
Toronto Wed 26th November 2003
What if the customer says:
" " 'It's too expensive'
" " 'We're happy with our present supplier'
" " 'I want to think about it'
Can you handle these common objections?
By far the most efficient way to be more profitable is to turn more of the
enquiries you receive into paid orders. For this, the ability to resolve
objections is critical - either you close or you lose the sale.
And if you answer 'How much discount will you give me?' with: 'I'll ask my
boss', you waste profit, which could be yours with a better reply.
In only half a day I will teach you techniques which overcome these
objections and more. You will be able to use them immediately to win
profitable orders.
There is no need to lose business to your competitors or give big
discounts.
The price for the workshop is low, only £145.
If you have never had any formal sales training or need a refresher, don't
continue to work at a disadvantage.
Reservations and information
Please contact Sue on:
Tel: +44(0)1481 720 294 Fax: +44(0)1481 720 317
E mail robertseviour@totalise.co.uk or reply to this email with the subject
"Send info"
If sales training is not an issue for your company please reply to this
email with the word "DELETE" in the subject line. We will remove your
details promptly.
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