Selling for Technical Professionals
The Big Picture
Welcome and Overview.
Challenges to the technical professional in becoming a master salesperson, and why it's so important that you become one.
Key perceptions regarding selling.
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.
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.
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.
When to sell (and when not to). Avoiding “religious wars”. How to make sure you don’t win the battle but lose the war.
The greatest selling principle
Before the Negotiation
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.
Reading others/what makes this guy tick?
Logistics of Selling situations
The Success Formula/Your secret Weapon
Opening the call/Establishing rapport
Finding that middle ground
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.
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?
Creativity - thinking on your feet
Ending the call
Coaching others to be good salespeople
- Team selling
- Advantages of a team
- Pitfalls of a team
- Picking the team
- How the team works
Lessons from my Dad
What it takes to become a master salesperson