Course Offerings | Custom Sales Training Development |
Teaching Techies to Sell
Overview
Your technical staff are some of your best sales people. Clients respect them. They match clients’ needs with your complex IT solutions intuitively. If only they knew how to effectively move opportunities through the sales process to closure – and if only you knew how to get them past their fear of the four letter word “sell”. If your organization wants to use techies as sales people, this audio seminar is for you.
To techies, sell is a four letter word they don’t want to be associated with. Yet clients highly respect them and their expertise. They offer advice that clients and prospects listen to, and you recognize how valuable they can be to the sales process. To engage them in selling, you need to reposition the role you’d like them to take.
In this seminar you will discover:
- 3 ways to engage techies in selling – from finding leads through closing the sale
- The profile of a techie with closing potential
- What techies need to know to sell effectively and with confidence
- Actionable steps to move a techie from technical product expert to technical business consultant
- How to help your techies overcome the “sales rep” fear factor
Additional Information
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Building Credibility as a Technical Specialist
Overview
Frequently, In IT Service and sales companies, the Technical Specialist has the strongest customer relationships. This course focuses on building the Technical Spcialist's confidence and capability to leverage their unique relationship with the customer to:
- Support the sales process and help close sales more rapidly
- Uncover new sales opportunities
- Help the sales professionals strengthen their customer relationships
In this course your Technical Specialists will learn:
- How the sales process works with the customer's buying process to help solve customer problems
- How their role relates to the sales process and how they can make a difference without really "selling"
- How to question for customer needs and listen for new (sales) opportunities
- How to conduct more effective customer meetings
- The role technical professionals can play in customer meetings to support the sales process
- How to communicate effectively with customer executives to build credibility
- How to leverage their customer relationships to help the sales rep gain access to key customer contacts
Objective
Improve the Technical Specialist's confidence and capabilities to leverage their relationship with the customer to increase sales
Additional Information
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Driving Services Revenue in Customer Accounts
Overview
This course builds on the foundation skills introduced in Building Credibility as a Technical Specialist and focuses on supplementing their technical consulting skills with consultative selling skills. Participants will concentrate on each phase of the Selling Solutions Process to learn how they can listen and question for new opportunities as part of their everyday job. They will feel confident in presenting a potential solution, handling customer objections, and transferring new opportunities to Sales or closing a sale when appropriate. Participants discover that they can help create revenue in customer accounts as they strengthen long-term partnerships with the customer within their normal customer responsibilities.
Objective
To supply Technical Teams with a standard Selling Solutions Process that allows them to:
- Question to understand the customer's needs
- Successfully guide customers through the buying process
- Present solutions to those needs
- Looking for new opportunities
Additional Information
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