Sales Training Courses for Engineers, Scientists & Techies,  Workshops and Manuals

by Robert Seviour - specialist sales trainer

Delegates working on an exercise at a Selling for Engineers sales training seminar Aberdeen Scotland       Information about seminars

Francophone? - Je présente le séminaire aussi en langue francaise.                           Deutschsprachig? - das Seminar kann auch auf der deutschen Sprache gehalten werden  

Customer comments

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" .   

IT Executive, Brisbane, Australia.  

Dear Robert,

I've just downloaded your 2 manuals, How to hire a good Technical Salesman and Sales prospecting for Engineers.

I brought Selling for Engineers a while ago.

May I say how delighted we have been with your manuals and how effective we find the content.

Regards

Mark Sanders

Sabre Home Security Ltd

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 Selling for Engineers

Sales training manual

 57 A4 (US letter size) pages, many illustrations.

The Selling for Engineers sales training manual is a sales training course specifically for engineers, scientists and techies of all types - all about how to increase sales of technical products and services. It's sales engineering training from a specialised sales trainer who has two decades of experience training engineers in sales skills.

How to:

Convert more enquiries into closed sales

Resist being 'squeezed' on price

Be more confident about selling

Manage your day to free up more time for selling

Understand the motivations and wants of your prospects

Reduce frustration when it does not go your way

Achieve your sales targets

Develop a consultative sales process that works

Build successful business relationships

Get referrals from your customers

Qualify your prospects effectively

Find buyers' 'hot buttons' with powerful questions

Reduce activities that waste time and energy and cost you sales

The ability to promote an idea effectively makes the difference between failure and success in a professional career.

If your company supplies technical products or services and you have had little or no formal sales training, buy this book and read it. You'll find many interesting, useful and profitable ideas. It's an ideal sales training manual for engineers, newcomers to sales engineering and sales managers who want a source of ideas for sales meetings.

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 to sell?

The reason why most 'techies' are not 'natural' sales people

What 'techies' really think about selling - the negative stereotype

The personality traits needed for sales

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 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

A 4 stage formula which gives you the best chance of success

The trap of the friendly, helpful buyer

Presenting to academics and experts

Asking for the order

Closing the sale

Seven classic closes

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

- Handling 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 sales slump

Self-limiting beliefs and your 'Circle of Influence'

A sales refresher for older / experienced salespeople

Guiding principles for Sales Managers

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'

How effective are you at  generating new business opportunities?

Do you convert most of your opportunities into closed sales?

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.

News

UCLA Anderson School of Management

is presenting a half-day workshop

 Sales for Engineers

led by Robert Seviour

March / April 2010

Customer comments

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 Ltd.  

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