Technical Selling Training Malta Masterclass
Selling technical solutions is a complex sales process calling for comprehensive technical, sales and organizational and economic behaviour understanding along with elements of organizational psychology.
Sales professionals, directors, business owners and senior management involved in the sale of technical solutions of any type and industry.
- Maximum 8 attendees
- 30 days of one to one support
- Programme director with at least a Masters Degree in the subject
- Convenient afternoon timings or in-house at any time
- Can be configured to address a number of professions and industry sectors
EUR395 ex VAT per participant
Understanding the Economics of a Technical Sale
Review of the economics of technical solutions from a buyer and seller point of view, impact on economic, investment, funding and return on investment cycles.
Corporate Buying Psychology and Processes
Review of the corporate buying process psychology and human interactions in the purchase process and how it can be managed.
Starting the Sales Process
Identification of the various ways and means how a buying decision is taken forward and how to drive it towards a stated position.
Qualifying the Opportunity
Qualification of buying enquiries, processed and positions in order to be able to adjust the technical selling process to the buyer's needs.
Technical Sales Planning
Review of how to plan, execute and refine the technical selling process at various stages and according to the needs of the buying organization.
Review of how to handle objections related to price, quality, competition and current incumbents.
Technical Selling Techniques
Review of several techniques and approaches to selling technical solutions in various environments.
Review of the Account Management function as a sales process within the Technical Selling field.
How to forecast demand which is affected by distinct demand, time, economic and corporate investment cycles.
Review of some techniques used in the process of closing a sale and get the client to sign on the dotted line,
Legal Aspects of Technical Selling
Review of the legal aspects of technical selling, contract drafting, legal obligations and other ramifications on the sales process.
Ethics of Technical Selling
Ethics of the technical selling process in terms of what kind and type of pressure to exert, incentives to buy and how to stay competitive with competitors games strategies.
This programme can be customised for