Sales Skills for Engineers and Scientists – Fall 2015
15 Middlesex Canal Park Drive
Woburn, MA 01801
USA
THIS COURSE HAS BEEN CANCELED!
Speaker: Paul Hutchinson, Hutchinson Consulting
(There is a 10% discount for anyone that signs up for both the “Referral-based Marketing” and “Sales Skills for Engineers and Scientists” courses. Please contract Karen at k.safina@ieee.org for details)
Location: Crowne Plaza Hotel, 15 Middlesex Canal Park Road, Woburn, MA
Decision (Run/Cancel) Date for this Courses is 12 October 2015
Payment received by 6 Oct
Members: $45
Non-Members: $55
Payment received after 6 Oct
Members: $55
Non-Members: $65
Phone 781-245-5405
email sec.boston@ieee.org
Fax 781-245-5406
Make Checks payable to:
IEEE Boston Section
One Centre Street, Suite 203
Wakefield, MA 01880
Course Overview:
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 or supporting the sales efforts of your company, 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.
Target audience:
This course has been designed for scientists and engineers who are new to sales, considering moving into a sales or sales support role, have not had sales education before, or 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 this workshop is for you.
Benefits: Increased understanding of selling, what the process of sales is, how to improve and support the sales efforts of your company. Learning the key concepts and the language of sales, can improve communication between engineering and sales teams. Increasing the ability to communicate effectively and understand how engineering can impact the ability to reach sales goals.
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
◦ Referral networks
How engineers impact the sales team efforts
◦ Why are you at the sale presentation –
What are your goals for attending the sales presentation?
◦ How to create value and support the sales efforts
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
A Case study – students use examples with which they are familiar to build and outline of their own sales process.
There will be a breakout that will provide the attendees with an exercise designed to bring clarity to their selling process.
Course content includes Handouts: Creating a Sales process
A Sales Resource list will be provided.