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 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 company 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 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 behavioural 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

4 weeks (recommended)

Personal Trainer

Yes

Homework/Skill Application Testing

Yes

The Mastering Sales™ Guarantee

If we cannot increase your sales by at least three times the cost of the programme and you have completed the course from beginning to end and put the majority of ideas into practice, we will give your money back in full. We guarantee to increase your Sales!

Certificate

You will receive a Certificate acknowledging your completion of this programme.

Investment

AUD $900.00 per person or $650 per person when registering 5 or more people
to any one of the SFI Public Programmes
NZD $900.00 per person or $650 per person when registering 5 or more people
to any one of the SFI Public Programmes
USD $765.00 per person or $555 per person when registering 5 or more people
to any one of the SFI Public Programmes

Please select from your relevant currency USD dollars applies to all countries outside of Australia and New Zealand.

All prices quoted below are costs per person and exclude taxes.

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™ Negotiation Skills

Registration

Register online or download a registration form, complete and fax to our office

Limited vacancies due to personal coaching.