Selling for Pre-Sales Personnel
The Selling for Pre-Sales Personnel Programme provides technical personnel a broader understanding of the selling process and how their skills integrate with sales people during sales appointments and the securing of sales. They will learn the impact of their role and how they can positively contribute to the sales process outside of the technical information provided, improved communication skills and what undermines the success of sales.
This is a must attend programme for any organization where they require both sellers and technical personnel to interact with customers to secure sales.
Who Should Attend?
This programme is designed specifically for technical personnel and solution designers that provide technical support and information to sales personnel during the sales process and are attending appointments and interacting with the customers.
Course Modules
Module 1: Viewing business from the customers perspective and finding the balance between technical and sales requirements
- Understanding the "new" customer style and what they demand of sales people
- Selling in the new century, compared with other decades
- Viewing business through the eye's of the customer
- Understanding the role of the technical person
- How technical personnel impact the outcome of sales
- Defusing the tensions between technical people and sales people
- Establishing the right communication processes between personnel
Module 2: The mechanics of the Sales Process and Decision Makers
- Working with the joint sales process
- Understanding the roles of decision makers
- The mechanics of the sales process
- Knowing the phases through sales process and how they impact the outcome
- Understanding what positively and negatively impacts the sales process.
- Questioning techniques that uncover the customers real needs
Module 3: Presentations and Selling Tools
- Understanding the mechanics behind presentations to get results
- Maximising the use of your selling tools
- Points to avoid when doing a presentation
- What stops the buyer actually purchasing
- Participating in the group presentation
Module 4: Communication, Building Rapport And Personalities
- Removing the myths of building rapport
- Building genuine rapport through Neuro linguistics (NLP)
- Understanding people's preferred methods of taking in information and buying
- Avoiding the barriers that stop your customer buying your product / service
- Identifying the four behavioral styles through personalities
- How to sell to each different style
Learning Outcomes
The programme will develop and provide technical people with a sound understanding of the sales process to positively impact the results. They will understand the importance of their role and how they can positively impact the sales person's efforts. They will also have improved communication skills and knowledge on how to be part of successful presentation process.
Duration
One module a week over 4 weeks (recommended) – access 24/7 for convenience
Personal Trainer
Yes with individual 360 degree training provided to ensure understanding of information
Skill Application Assessment
Yes, with each module of the programme
The Mastering Sales™ Guarantee
If you do not believe this programme has positively contributed to the conduct of appointments with sales people and pre-sales personnel we will refund your money in full. To be eligible you must complete all modules and demonstrate application of the information.
Certificate
You will receive a Certificate acknowledging your completion of this programme.
Investment
Please contact the office nearest you for all pricing via the contact page on this website.
Conditions of Participation
This programme is subject to copyright and for attendance by the nominated participant. The programme is provided under specific conditions of use and entry to the Online Training Room. Contact the office for full details.
Course Links / Next Step
Mastering Sales™ Selling Skills