Serving Eastern Massachusetts
Course Description
| Course Name: | #07) Sales Skills for Scientists and Engineers |
| Time & Date: | 6:00 - 9:00 PM, Thursdays, Oct 20 & 27 |
| Location: | Holiday Inn Select Hotel, 15 Middlesex Canal Park Rd., Woburn |
| Speaker: | Paul Hutchinson, Hutchinson Consulting |
Course Summary:
Do you need to build the revenue of your consulting or your small business by increasing your SALES? Just like any other game, you can’t win at sales if you don’t know how the game is played. If you have not had any formal sales training in the past, or you’re new to selling, this workshop can give you the insight and understanding it takes to become focused and effective at selling by explaining the rules of the game and exploring specific tactics to refocus and sharpen your skills.
This course is designed to give a basic understanding of what sales is and how to create a sales process that supports a successful business.
This workshop will introduce you to the process of selling. It will review the steps involved in selling, starting by explaining the difference between Marketing and Sales. It will discuss and explain sales as a series of steps from the first sales call or introduction to the closing of the sale. The workshop will conclude with Paul answering attendee’s individual questions and addressing their unique circumstances, and sales challenges. Each attendee will receive exercises and reference handouts to build their sales skills and improve their ability to sell.
Outline
Introduction to sales:
- Overview of Sales:
- Sales vs. Marketing
- Why do people hate the thought of selling?
- The barriers to selling
- Different types of selling
- The use of qualifying questions
- The process of selling:
- Five step model of a sales process
- Expressed interest
- Qualifying questions
- Handling and overcoming obstacles
- The proposal process
- Negotiation
- The closing process
- Building a referral network
- Being successful as a sales person:
- Why listening is a key part of selling
- Prospecting, and lead generation
- Moving from prospecting to selling
- How to create your own sales process and how to improve it over time
- Exercises I : Case study – students use exampled with which they are familiar
- Focusing your efforts on moving the conversation forward
- Achieve better results establishing and measurable goals
- Goals and motivation – Measuring
- Basic sales support systems
- How to track your progress and know were you are in the process
- Researching prospects
- Research Before each ste
- Social networking tools
- More •n Referrals:
- Servicing the account and creating a referral network
- Steps Building a robust sales plan and pipeline.
Target audience:
This course has been designed for scientists and engineers who are new to sales, have not had sales education before, are working in roles that support the sales and marketing process, for themselves or their company. The workshop has been very helpful for people that are consultants or are new to consulting and faced with the task of bringing in their own professional work. It is also helpful for people that are in transition and are thinking about starting or building a consulting practice. In today’s environment understanding the basics of sales and selling can be of value whether you’re selling internally or externally. If you need to pitch a project internally or externally to some one to get funding for your project this workshop is for you.
Benefits of attending:
Improve ability to sell consulting and engineering services.
Gain understanding of selling, build skills, and become aware of how to improve your own sales skills and abilities over time.
Participants will engage with other engineering professionals to share challenges unique to selling engineering services.
Bio:
Paul R. Hutchinson has over 20 years’ corporate and private experience in consulting to a wide range of industries. He has been a consultant to business owners, new entrepreneurs, non-profits and professional associations and individuals. Mr. Hutchinson specializes in sales strategy, sales training/coaching and sales process improvement. A graduate of the Rochester Institute of Technology in New York, he currently serves on the Board of Directors of the Middlesex West Chamber of Commerce and as a consultant with his own practice. For the past five years, Mr. Hutchinson has also provided public and private workshops on sales-related topics, and donates his time as an instructor at the Lowell Small Business Assistance Center. He consistently receives high accolades for his engaging style, active adult learning techniques, and mastery over sales strategies and tactics.
There will be two breakouts during the workshop. Each will provide the attendees with an exercise designed bring clarity to their selling process. One breakout will focus on creating the sales process for engineers, and the other on building a professional referral network.
Course content includes:
Handouts: Creating a Sales process; Building a professional referral network. A Sales Resource list will be provided.
Decision (Run/Cancel) Date for this Courses is Wednesday, October 12 2011
FEES
Payment received by October 7: IEEE Members $80
Payment received by October 7: Non-members $90
Payment received after October 7: IEEE Members $90
Payment received after October 7: Non-members $110