Street-Smart Selling for the Technical Professional

The selling technical professional is confronted with challenges unique to their situation. Exceptional grasp of highly technical data, establishing rapport, and a need to convince a customer of the wisdom of a particular course of action – all require highly developed skills. Failure in these areas creates vast frustration for the technical professional, short changes the client, and can result in many dollars of lost revenue for the company.

This course will provide the technical professional with understandings and techniques to effectively influence others, and shape their perceptions. It will address special problems in selling for the technical professional, and will focus emphasis in the following areas:

• Selling in technical, highly competitive markets
• Intentional schizophrenia – combining technical expertise and rapport building in one body
• Maximizing profit in technical selling

This seminar is designed to not only teach about, but when, and how. The modules are very interactive, as we discover information and knowledge needed to successfully navigate the technical selling waters. As the experience progresses, more case studies and skill building exercises are included.

Each experience is the result of customization and tailoring, but the following provides a “menu” that serves as a beginning of the customization process.

THE BIG PICTURE

Module 1. Welcome and Overview.

Module 2. Challenges to the technical professional in becoming a master salesperson, and why it's so important that you become one.
Module 3. Key perceptions regarding selling.

Module 4. A study of the different selling styles. Each participant will discover their dominant style, and how to utilize that style for maximum results. Differences in style between technical and non-technical people – and how to bridge those style differences to achieve success.

Module 5. Positioning. A powerful module. Participants learn the concept of positioning and how to position themselves for maximum results. This is the key to achieving effortless results without pressure. Positioning mistakes often made by technical people – and how to avoid them.

Module 6. Power. We shine a spotlight on power: Where it comes from. How to get more of it. How to not be abused by other’s power.

Module 7. When to sell (And when not to.) Avoiding “religious wars”. How to make sure you don’t win the battle but lose the war.

Module 8. The greatest selling principle

BEFORE THE NEGOTIATION

Module 9. Preparation. How to prepare for a sales call. Expectation. Aiming high. Assessing strengths and weakness of yourself and others.

This section includes a preparation checklist in the resource section.

Module 10. Reading others/what makes this guy tick?

Module 11. Expectation levels

Module 12. Logistics of selling situations

Module 13. the Success Formula/Your secret Weapon

THE SALES CALL

Module 14. Opening the call/Establishing rapport

Module 15. Finding that middle ground

Modules 16, 17, 18, 19. Making your points/tactics and Strategies. These modules deal with the actual tactics and strategies of influencing others. Each is introduced and demonstrated, then discussed and role played by the group.

Module 20. Concession Strategies. How do you give in without losing face? How do you concede while maintaining the relationship. How do you concede in such a way that you end up in the final destination you desired?

Module 21. Creativity - thinking on your feet

Module 22. Ending the call

SPECIAL SITUATIONS

Module 23. Coaching others to be good salespeople

Module 24

• Team selling
• Advantages of a team
• Pitfalls of a team
• Picking the team
• How the team works

Module 25. Phone selling

WRAPPING UP

Module 26. Lessons from my Dad.

Module 27. Review

Module 28. What it takes to become a master salesperson.

Graduation