Target Audience

Sales person selling in the B2B, Trade or specialist in non-selling roles who want to master ate art and science of selling to technical buyers/trade.
Programme Standards

- Maximum 8 attendees
- 30 days of one to one support
- Handouts
- Programme director/s with at least a Masters Degree in the subject
- Convenient morning timings or in-house at any time for a minimum of two bookings
- Can be configured to address a number of professions and industry sectors

Price

EUR495 ex VAT per participant.
Technical Selling Masterclass

Technical selling is all around us. The sales world is divided in two

-Professional Sellers
-Order Takers

'Order takers' will eventually be taken over by technology, but profession sellers will be here for years to come.

But what makes a professional technical seller?

This is the question which will be addressed during this two morning masterclass aimed at

- real estate professionals
- IT professionals
- financial and citizenship professionals
- top-tier consumer goods professionals
- architects and interior designer professionals
- engineering solutions such as solar panel selling

The programme can also be customised FOR FREE for the specific needs of your industry for a minimum of two bookings.
Topics Covered

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.

Objection Management in the Trade
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.

Account Management
Review of the Account Management function as a sales process within the Technical Selling field.

Forecasting Demand
How to forecast demand which is affected by distinct demand, time, economic and corporate investment cycles.

Closing Techniques
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.