Sales Training for Engineers, Sales Engineers, Technical Sales Engineers, Scientists, Techies
Sales Training for Engineers
Sales Training Courses for Sales Engineers, Scientists & Techies,
Workshops and Manuals by Robert Seviour
Welcome to Selling for Engineers
Sales Engineers, here's how to find new clients for your technical business and convert more enquiries into profitable orders
Read some of the sales tips articles here if your company needs to win more good orders. If you find them interesting, consider getting the Selling for Engineers Manual or coming on a Selling for Engineers Seminar.
Many engineering and technical companies are weak at selling. It's not unusual that sales engineers have had no formal sales training.
I've spent fifteen years teaching sales skills to sales engineers and techies of all types and have often been told at the end of a 'Selling for Engineers' event, 'We should have done this a long time ago'.
This is practical information from an experienced, successful sales engineer written and delivered in a way which makes sense to other sales engineers. It's not academic theory out of a university business school.
In just one day, you can learn the essential strategies to be successful at finding more of the clients you need and winning orders for technical products and services.
'You will be pleased to hear that using the Seviour method I had a selling success within 72 hours that can solely be put down to your methods!" Ken Wright, Wright Associates, Aberdeen, Scotland If you are a sales engineer or run an engineering, scientific or technical business but have never been on a sales training course, why not give it a try? What harm can it do? One decent order coming from a new idea will easily pay for the 'Selling for Engineers' training and with luck you'll start a flow of repeat work. With greater confidence and conviction in doing the sales part of your job you will continue to bring in good orders - your confidence and enthusiasm will engender the same in prospective clients. Read some of the articles on selling within this website - just one good idea may make the difference between winning and losing an order. The sales approach taught in Selling for Engineers I get seminar delegates to see that not only is winning orders necessary, but that it doesn't take a 'born salesman' to do it. More than anything what results from the seminar or reading the books, is that it opens peoples' eyes to many simple ways to pick up 'sales intelligence' and then make sure that potential opportunities aren't wasted. You are the owner of a small but ambitious technical company. You are just beginning your career as a sales engineer. The volume of profitable business you need has not materialized despite all your efforts. Your company is a start-up needing quick results. You want more accounts like your best ones. Your business is in a slump and you must win orders or close. You are a science graduate and your first job has a sales component. You have recently been moved from practical engineering into sales. Your company has grown fast and you have never had the time for sales training. You have been appointed Managing Director / President / Sales Manager / Sales Engineer at a technical company and your first priority is to get sales climbing. You've taken over as Sales Manager and the sales team need sharpening up. Your company has lost an important market sector or customer and you need to find new business without delay. You've been in sales for quite a while and you feel you need a refresher. You've been busy re-structuring the business and now it's the time to focus on sales. You work for yourself and have never had any formal sales training. 57 A4 (US letter size) pages, many illustrations. The Selling for Engineers manual is a technical sales training handbook for sales engineers - describing an effective process for increasing sales of technical products and services. If you sell intangible services, long lead-time products, consultancy projects, capital goods, engineering components and supplies, scientific studies. Learn the strategies which will get you sales appointments and then closed orders. Topic headings The importance of sales The symptoms of weak sales ability Comparison of a 'sales-led' versus a 'product-led' company An ethical approach to sales Should we hire a science graduate and train him/her as a Sales Engineer and hope he can sell? The reason why most engineers and 'techies' are not 'natural' sales people What 'techies' really think about selling - the negative stereotype The personality traits needed for sales engineers Inter-personal skills Sales basics for beginners The 'Old Way' of selling versus the 'New Way' Common faults When your are the customer, what do you look for in a salesperson? Why does anybody buy anything? A fundamental understanding The 'ideal' sales engineer personality How to prospect for new business Prospecting methods - mail, phone, visits, email, fax, exhibitions, referrals How to write an effective sales letter What to say on the phone 'Qualifying' the prospect Dealing with common problems Setting appointments Meeting the prospect - the sales interview How to deal with different personality types Discovering the buying motivations Two key words to obtain strategic information Professional listening Price-conditioning The sales presentation for sales engineers A 4 stage formula which gives you the best chance of success The trap of the friendly, helpful buyer Presenting to other engineers, scientists, academics and experts Asking for the order Closing the sale Good answers to difficult objections, including - 'It's too expensive' - 'I'm getting other quotes' - We're happy with our existing supplier' - 'I want to think about it' Dealing with 'difficult' buyers - The aggressive/dominant type - Indecisive people Handling rejection Common reasons for lack of sales success - and what to do about them Building your confidence Self-limiting beliefs and how to neutralise them How to stay motivated The only way to get out of a 'slump' Self-limiting beliefs and your 'Circle of Influence' A refresher for older / experienced sales engineers Guiding principles for Sales Managers in technical companies How to win repeat business. Professional complaint-handling How to grow fast but stay successful long-term The reasons for the rise and fall of companies The 'Sales Process Flow Chart' The 'Selling for Engineers Manual' is supplied as an electronic file in Adobe Acrobat (.pdf) format which you print yourself. When your credit card is authorized you will receive an order confirmation via email and instant access to download your manual from the web. Download time on 512k broadband is ca. 40 seconds. A charge of $37.00 USD United States Dollars (equal to approx £24 GBP) will appear on your credit card statement. Sales tax is in addition in some countries. There are no other charges. Once you press the order link below you will be able to download immediately. I guarantee that you will like my books. If you don't agree, I will refund your money immediately, without question. If you come to one of my seminars, you can deduct the price of any manuals you have bought from the seminar price. There is a discounted package price of $97 USD for all four titles of these sales development manuals. Click on the links for details of each manual. How to Hire a Good Technical Salesman How to Create Powerful Technical Sales Literature A charge of $97.00 USD United States Dollars (equal to approx £67 GBP) will appear on your credit card statement. Sales tax is in addition in some countries. There are no other charges. Once you press the order link below you will be able to download immediately. I recently downloaded your book Selling for Engineers, which I found very useful. I'd like to get a copy of "Sales Prospecting for Engineers" . Sales Engineer, Brisbane, Australia. (His company policy doesn't permit me to say who he is or the corporation he works for, but when you think of the oldest and biggest computer company in the world, which one comes to mind?) * * * Dear Mr. Seviour I have just read your two books, "Selling for Engineers" and "How to Create Powerful Technical Sales Literature". I found them both full of extremely wise pointers and comments. I believe the principles presented by the books are absolutely right! Congratulations on the books. Paul Bentley, PJB Business Development * * * . . . . The price is absolutely reasonable. . . . Rolf K. Bratli * * * Dear Robert, We were delighted with the manuals. At our last marketing meeting I said that I was so pleased that I would be getting in touch with you. It was the realisation that you are not a large company but a small company that has put an awful lot of effort into a very good product. I took your manuals into the first marketing meeting and left it with them. At the second review meeting the Production Director found them so good that he couldn't put them down. The conscience consideration (we could have quite easily put it through the automatic copier and then sent them back to you with a note saying we are not interested) was not allowed by virtue of the fact that they were so good and we were delighted with them. When you are driving a company forward some tools are useful and some are essential. These manuals are not only good value for money but they fill all the gaps we have been looking for. Colin Dawson, Managing Director, Daletech Electronics Ltd * * * "I recently read a book entitled Prospecting for Engineers by Robert Seviour. It was written in simple, plain English and made a lot of sense from a practical point of view (totally the opposite to a lot of theoretical business books I have tried to read). I got the impression he is a very, practical, down to earth sort of guy." Mark Robinson, Managing Director, Starret Precision Optical LtdSelling for Engineers courses are helpful if -
The Selling for Engineers Manual
Training Sales Engineers worldwide
Essential reading for Sales Engineers
We are in a time when good sales ability can make the difference between
success and business failure. When did your company last do some sales training?
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