Target Audience
Directors, and Sales Persons who are selling Technical Products or Solutions. Programme Standards
- Maximum 6 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
EUR248 ex VAT per participant. |
Technical Selling Workshop
By focusing on these key topics, participants in the workshop can develop the knowledge, skills, and strategies needed to succeed in the complex and competitive field of professional technical B2B selling. Topics Covered
1. Understanding the Customer's Business Needs: - Techniques for conducting thorough research and analysis to understand the customer's industry, business model, challenges, and goals. - Developing a deep understanding of the customer's technical requirements, preferences, and pain points. - Creating buyer personas and mapping out the customer's decision-making process to tailor sales strategies and messaging effectively. 2. Product Knowledge and Technical Expertise: - Comprehensive understanding of the products or services being sold, including features, benefits, and competitive advantages. - Training on the technical aspects of the products or services, including specifications, capabilities, and use cases. - Demonstrating expertise in relevant technologies, industry standards, and regulatory requirements to build credibility and trust with customers. 3. Consultative Selling Techniques: - Adopting a consultative selling approach focused on problem-solving and value creation rather than pushy sales tactics. - Asking insightful questions to uncover customer needs, challenges, and opportunities for improvement. - Tailoring solutions to address the specific requirements and objectives of each customer, highlighting how the product or service can deliver tangible benefits and ROI. 4. Building and Managing Relationships: - Strategies for building strong, long-term relationships with customers based on trust, transparency, and mutual respect. - Effective communication skills for engaging with technical stakeholders, decision-makers, and influencers within customer organizations. - Leveraging networking opportunities, customer events, and industry forums to expand your professional network and generate leads. - Implementing customer relationship management (CRM) systems and tools to track interactions, manage leads, and nurture relationships throughout the sales process. |