Sales Skills for Engineers

High Tech Institute

You will be given practical tools which will enable you to become more commercially effective, by helping the client and being yourself.

Price

from €1,700

Level

Not specified

Kind

Course

Subject

Personal effectiveness

More information and registration at High Tech Institute

Description

Day 1 Attention - pitching; Inventory - creating a clear picture of the real problem; Presentation – showing the added value of your proposition (sell your solution); Agreements - making clear agreements what (not) to do; Dealing with different client types (selling is people work); How to make your business case; How to present your solution and convince your stakeholders; Turning resistance into purchase; SPIN sales method (situation, problem, implication, need-payoff) Day 2 A full morning working with a challenging case with an actor in role as client. As a group, we will use a practical case to go through all the stages of the AIPA selling process. You will be challenged to apply everything you learnt the previous day. One-on-one training with the actor in role as client re personal learning points; Personal action plan to help you apply what you have learnt to your daily practice.