Selling for Technical Professionals

Program Modules

The Big Picture

Module 1
Welcome and Overview.

Module 2
Challenges to the technical professional in becoming a master salesperson, and why it's so important that you become one.

Module 3
Key perceptions regarding selling.

Module 4
A study of the different selling styles. Each participant will discover their dominant style, and how to utilize that style for maximum results. Differences in style between technical and non-technical people – and how to bridge those style differences to achieve success.

Module 5
Positioning. A powerful module. Participants learn the concept of positioning and how to position themselves for maximum results. This is the key to achieving effortless results without pressure. Positioning mistakes often made by technical people – and how to avoid them.

Module 6
Power. We shine a spotlight on power: Where it comes from. How to get more of it. How to not be abused by other’s power.

Module 7
When to sell (and when not to).  Avoiding “religious wars”. How to make sure you don’t win the battle but lose the war.

Module 8

The greatest selling principle

Before the Negotiation

Module 9
Preparation. How to prepare for a sales call. Expectation. Aiming high. Assessing strengths and weakness of yourself and others. This section includes a preparation checklist in the resource section.

Module 10
Reading others/what makes this guy tick?

Module 11
Expectation levels

Module 12
Logistics of Selling situations

Module 13
The Success Formula/Your secret Weapon

The Negotiation

Module 14
Opening the call/Establishing rapport

Module 15
Finding that middle ground

Modules 16-19
Making your points/tactics and Strategies. These modules deal with the actual tactics and strategies of influencing others. Each is introduced and demonstrated, then discussed and role played by the group.

Module 20
Concession Strategies. How do you give in without losing face? How do you concede while maintaining the relationship. How do you concede in such a way that you end up in the final destination you desired?

Module 21
Creativity - thinking on your feet

Module 22
Ending the call

Special Situations

Module 23
Coaching others to be good salespeople

Module 24

  • Team selling
  • Advantages of a team
  • Pitfalls of a team
  • Picking the team
  • How the team works

Module 25
Phone selling

Wrapping Up

Module 26
Lessons from my Dad

Module 27
Review

Module 28
What it takes to become a master salesperson