SalesTraining for Engineers

The sales presentation

• Your objective
• Generate self-belief
• An easy 4 stage formula which provids you the greatest chance of great achievement.
• Comprehend the importance of 'What is in it for me?'
• The common mistakes and a good way to steer clear of them.

Comprehend the personality type of the buyer and adapt your message accordingly

• Do not treat individuals the way you love to be treated
• Three common types
• Characteristics of the 'Dominant/Managing Director/President' type and a good way to handle them
• The trap of the friendly, useful buyer
• Presenting to academics and experts
• Individuals purchase for emotional reasons however frequently justify them with 'logical' ones
• The way to utilize this dominant understanding daily to win far more business
• This method operates subliminally, is it ethical?

Dealing amongst tough parts of sales

Asking for the purchase

• The reasons for asking
• Right and wrong ways of asking
• 'Negotiating with yourself' - an awful habit
• The greatest (and simplest) method

Closing the sale

• Done right you obtain the purchase with no 'closing'
• Seven classic closes

Great solutions to difficult objections

• 'It's too over priced'
• 'I am getting other quotes'
• 'We are pleased with our existing supplier'
• 'I would like to consider it'

Contending with 'difficult' buyers

• The aggressive/dominant type
• indecisive individuals

Handling rejection

Common reasons for lack of sales success - and what steps to take about them

Creating your self-belief

• Believe wholeheartedly
• What is good about your product, individuals and company?
• Start simple
• Self-limiting beliefs and a good way to neutralise them
• Sabotaging your own success
• Expand your 'comfort zone'

Keeping your motivation high

• The way to stay motivated - Why is far more essential than 'How'
• The just means to get out of a 'slump'
• Self-limiting beliefs and your 'Circle of Influence'

• What is your vision of your living days in the future?

A refresher for older/experienced sales individuals

Guiding principles for Sales Managers

• What's the purpose of your organisation?
• Jointly create a common vision
• Eliminate de-motivators

Upselling - expanding the purchase

The way to win repeat business.

• Do not 'one-night-stand' your clients
• Professional complaint-handling

The way to grow fast however stay successful long-term; the reasons for the rise and fall of businesses

• The 'Success Cycle'

The 'Sales Process Flow Chart'
Customers' comments
Dear Robert We were delighted amongst manuals.

I took your manuals into the first promoting meeting and left it with them. At the second review meeting the Production Director found them so great that he could not put them down. The conscience consideration (we could have rather effortlessly place it through the automatic copier and then sent them back to you with a note saying we aren't interested) was not enabled by virtue of the truth that they were so great and we were delighted with them. When you're driving a business forward a number of tools are helpful and a number of are important. These manuals aren't just great a good deal however they fill all the gaps we've been searching for. At our last promoting meeting I said that I was so happy that I'd be getting in touch with you. It was the realisation which you're not a large company however a tiny business that has put an awful great number of effort into an incredibly great product

Colin Dawson, Managing Director, Daletech Electronics Ltd
"I recently read a guide entitled Prospecting for Engineers by Robert Seviour. It was created in easy, plain English and made many sense from a practical point of view (totally the opposite to many theoretical business books I've tried to study). I got the impression he is an incredibly, practical, down to earth sort of guy."

Mark Robinson, Managing Director, Starret Precision Optical Ltd.

The original letters, blu-tacked to the wall of the office.
Dear Robert I'm writing to you to make you aware how invaluable we've found your manuals 'Selling for Engineers' and 'A Technique To Make Powerful Technical Sales Literature'

For a little High Tech company staffed mainly by engineers we've found the manuals so great we're delighted to recommend them to anybody that needs to focus on advertising and selling their goods and services.

At first our engineers were reluctant to even look at them. However shortly after one of them took up the challenge, it became apparent we had to ration the manuals as they were all after them with an enthusiasm I haven't ever witnessed in the business

Thanks very much for such a fine piece of work.

Yours sincerely,

Ronald G Kerner, Technical Director, Turning Systems Ltd
Dear Mr Seviour I've only read your 2 books, 'Selling for Engineers' and 'A Technique To Make Powerful Technical Sales Literature'. I found them both complete with very wise pointers and comments. I believe the principles presented by the books are totally right! Congratulations on the books.

Paul Bentley, PJB Business Development

The majority of companies fail not in their attempts to be innovative or creative. In this country the majority of them fail for the reason that they undervalue the importance of professional selling. -

Sir John Harvey Jones

11 Can 2005

Robert,

I recently downloaded your guide Selling for Engineers, which I found very helpful.

I would like to obtain a reproduction of 'Sales Prospecting for Engineers' .

btw, the collection of Engineer jokes is good!

Cheers,

IT Executive

Brisbane, Australia

. . . . The cost is completely reasonable. . . .

Rolf K. Bratli

The 'Selling for Engineers Guide' comes in Adobe Acrobat (.pdf) format. If you fail to already have a reproduction of Acrobat Reader, you can get access to one free from the get site.

• By ordering on the internet, you save cash with no shipping, no taxes, and the lowest prices.
• Get time at 56kps is under a minute.

When your credit card is authorized you'll be given an purchase confirmation via e-mail and immediate use to get access to your guide from the internet.

A charge of $37.00 USD United States Dollars (equal to approx £20.65 GBP) will appear on your credit card statement. Sales tax is in addition in a number of countries. There's not a single other charges.

As soon as you press the purchase link lower down you'll gain the ability to download straight away

Click The Link Below To purchase 'Selling for Engineers'

Seviour Books
Copyright 2004 All rights reserved

Sales Prospecting for Engineers - guide
An entire handbook for any engineering, scientific and technology company wanting to improve sales fast at low or no cost. It educates you all that you could ever do with to gain your achievement at winning new customers for technical goods and services. 92 A4 pages, a lot illustrations.

Sales-led companies (the majority of them in non-techie sectors) use prospecting as their standard way of developing business for the reason that it's easy and has been proven effective over decades. However tiny technical organisations have followed this example. That’s a shame for the reason that the technique works for any activity and it can contend with a number of otherwise difficult difficulties:

• If your enterprise has times when there’s too much work and others when there isn’t enough, prospecting can regulate the workflow and make it more manageable.

• It can boost the profitability of the jobs you win and boost the proportion of quotes that turn into orders.

• If you're in a competitive market, competent prospecting gives you a potent advantage.

The reason ‘techie’ companies don’t do much prospecting is mostly for the reason that they don’t realise it is potential and they're deterred by an inaccurate view of what it entails.

If you've been reluctant to begin prospecting, I sympathise. There was a time when the idea had little appeal for me, however after having done a lot years of it, I’ve transformed my mind completely. It truly does work very well and if you go about it professionally, it’s not hard.

I won’t wish you best of luck, for the reason that if ever there was a field where it’s true, in prospecting, you make your own. This guide explains how.

Chapters

Foreword

Why prospect?

Identify your target.

Make a list or database of prospects.

Plan your prospecting campaign.

Provide your offer impact.

Deliver the message.

This method gets you the greatest prospects.

An easy way to commence.

Read the prospect’s mind with powerful questions

Presenting your offer with impact.

Make follow up calls which pay.

Effective solutions to prospecting difficulties.

Tune your operation by keeping records

True stories

100 Techniques to Locate New Business.

The 'Sales Prospecting for Engineers Guide' comes in Adobe Acrobat (.pdf) format.

When your credit card is authorized you'll be given an purchase confirmation via e-mail and immediate use to get access to your guide from the internet. Get time on 512k broadband is ca. 40 seconds.

A charge of $37.00 USD United States Dollars (equal to approx £20.65 GBP) will appear on your credit card statement. Sales tax is in addition in a number of countries. There's not a single other charges.

As soon as you press the purchase link lower down you'll gain the ability to download straight away

Click The Link Below To purchase 'Sales Prospecting for Engineers''

Seviour Books
Copyright 2005 All rights reserved

The way to Hire a Great Technical Salesperson
Hiring a great salesperson for a technical business is difficult. When the new guy won't do the trick out, it's over priced and frustrating. In this exceptional guide, you will locate detailed info regarding the way to approach the task to succeed.

If you're able to aquire one, a very good salesperson will bring tremendous benefits to your enterprise:

· You will get a strong flow of lucrative orders.

· Leads are turned into business, not wasted.

· Your business grows.

· You don’t need to invest much for yourself time, which frees you up to develop other parts of your enterprise.

· It inspires your other employees by demonstrating that excellent sales outcomes are possible.

· By no different token they render invalid the usual excuses.

· If customers like and respect your representative, it increases goodwill.

· Great salespeople bring in feedback from your clients. This can be a source of ideas for improvements or new items.

However finding and keeping an outstanding sales producer isn’t simple. My experience is that a lot technology companies, perhaps the majority of, don’t set about hiring a salesperson in a powerful way. You will need the right tactics and, be warned, they can clash amongst ideas you hold immediately.

Have you've tried hiring salespeople in previous time and failed to obtain a great one? Then you will know the cost and frustrations of getting it wrong. It’s worth doing properly, there’s a large pay-back.

Read this guide, with an open mind, and you will get an understanding of what it takes to locate your own champion salesperson.

Are you wondering, ‘Can I be confident that your advice is right?’

It’s based on my 20+ years of selling and recruiting and managing salespeople for my own businesses and the experience of sales managers and company owners I’ve met. Since 1993 I’ve trained sales teams for technology companies large and tiny throughout the UK and overseas. During that time I’ve had the chance of working with a number of excellent sales-individuals and seeing which businesses are able to recruit them and the way, and which businesses fail to and why. I think you will agree as soon as you see the reasoning behind the process that it’s common sense and it leads to predictably great outcomes.

74 A4 pages, a lot illustrations.

Chapters Introduction: the benefits of having a great salesperson.
1 The difficulties of having a poor (or worse) salesperson.
2 There’s most at stake.
3 The price of getting it wrong.
4 What causes it to go wrong.
5 Do you truly need a salesperson?
6 What we’re searching for.
7 Desirable attributes of a great salesperson.
8 Motivation.
9 Where motivation comes from.
10 Defining the job.
11 Sales skills and technical knowledge / job suitability matrix.
12 ‘Pure salesmen’ v ‘techies’.
13 See it from the candidates point of view.
14 Is it a great idea to hire somebody only like you?
15 The greatest the majority of companies can aim for.
16 Techniques to locate them.
17 The usual hiring process.
18 Job ads.
19 Interviewing – be careful.
20 ‘Lie your way into a top job.’
21 Individuals who are doing the trick for you in another capacity.
22 Psychometric testing.
23 Scientific? Decision-creating.
24 Evaluating them once in the job.
25 They start strong, however fade away.
26 What recruitment agencies say.
27 Head-hunters.
28 Does sales-teaching work?
29 Can you motivate individuals?
30 The ‘direct-sales’ technique of recruiting.
31 Summary.
32 Hiring checklist.

The 'The way to Hire a Great Technical Salesperson' Guide comes in Adobe Acrobat (.pdf) format.

When your credit card is authorized you'll be given an purchase confirmation via e-mail and immediate use to get access to your guide from the internet. The're 3 sections, in total 3.4MB the get time on 512k broadband is ca. 1min 40 seconds.

A charge of $37.00 USD United States Dollars (equal to approx £20.65 GBP) will appear on your credit card statement. Sales tax is charged in addition in a number of countries. There's not a single other costs.

As soon as you press the purchase link lower down you'll gain the ability to download straight away

Click The Link Below To purchase 'The way to Hire a Great Technical Salesperson''

Seviour Books
Copyright 2005 All rights reserved

Other manuals by Robert Seviour

A Technique To Make Powerful Technical Sales Literature

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Other teaching courses

Telephone Sales Prospecting Workshop

Closing Workshop - The way to get from 'allow me consider it',

to 'when can you begin?'

A Technique To Make Powerful Technical Sales Literature.

Delegates at an in-house Selling for Engineers Seminar, Farnham, Surrey, UK, Can 2005

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I am Robert Seviour, i'd urge you to e-mail me if you have some queries.

Record of other internet articles by Robert

Internet link exchange Readers' Comments Confidentiality Policy Customer List Extract from Guide Engineer Jokes Blog