Sales training courses for engineers and techies Review

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Read About Sales training courses for engineers and techies Review

Description Of Sales coaching programs for engineers and techies

Engineer /
Experienced Salesman / Specialist Sales Trainer

2 half day Sales workshop for GENBAND
Telecommunications (UK) Limited

Corporate Headquarters Frisco, Texas,
makes a speciality of Internet know-how utilized by telecommunications firms
and stuck, cell and cable service suppliers that sends cellphone calls
over the Internet around the globe throughout over 600 networks, together with
two-thirds of the world’s largest service supplier networks spanning
greater than 80 nations.

GENBAND has analysis and improvement
amenities in Canada, China, Massachusetts, North Carolina, and Texas.
Genband just lately bought Nortel’s CVAS enterprise and know-how.

Dr Dorit Columbus, Ahmed
Hamdani, Anna Lapshina – three of the delegates at GENBAND, Maidenhead
UK ‘Selling for Engineers seminar

“Presenter’s model stored
individuals’s consideration by breaking into workshops / role-play as an example
factors. I’ve recognized areas the place I can enhance my presentation and
strategies in conferences to be simpler.”

“A helpful introduction to
gross sales strategies and methods for individuals with an engineering-led
background and experiences.”

“Nice man, very open and
made you’re feeling comfy. Lots of brainstorming along with your colleagues .
. .Good and straightforward ideas used in the course of the classes that may be utilized
to each day job.”

“A nice seminar, very
useful to get some contemporary concepts to make use of in each day life to enhance
inter-personal relationships to carry out higher at work and ultimately to
get extra gross sales!”

“Very interactive, tons
of non-public expertise delivered. The seminar offered a broad vary of
elements of gross sales work, masking several types of gross sales. A variety of
expertise has been proven and illustrated the circumstances. Practical workout routines
helped to get a agency grip on do’s and don’ts.”

“Best of all I favored the
sensible workout routines which helped lots to grasp the course
materials. Course is excellent as an preliminary step in gross sales. Good means of
delivering data – information via enjoyable.”

“The seminar was very
sensible, with many workout routines getting us to appreciate the advantages of the
strategies and put them to the take a look at. Would be good to make the course
longer – in the future additional.”

“Realisation that gross sales
is inside us and that with some steerage engineers could make an enormous
distinction to the gross sales cycle by adapting our strategy to buyer

“Relaxed environment
permitting straightforward discussions. Presentation part was very helpful to me. I
wanted to make clear that in my very own thoughts and your session did that. An
wonderful introduction to gross sales held in a simple environment.”

“This was a very good
introduction to gross sales. Entertaining and insightful.”

“Good stability between
presentation and function play.”

“Introduction to the
fundamentals of gross sales strategies based mostly on the instructor’s personal expertise
(versus MBA kind of educational research).”

just lately downloaded your guide Selling for Engineers, which I
discovered very helpful.

prefer to get a replica of “Sales Prospecting for Engineers” .   

Executive, Brisbane, Australia.  

I’ve simply downloaded
your 2 manuals, How to rent a very good Technical Salesman and Sales
prospecting for Engineers.

I introduced Selling for
Engineers some time in the past.

May I say how
delighted we’ve got been along with your manuals and the way efficient we discover
the content material.

Sabre Home Security Ltd

Mr. Seviour

have simply learn your two books, “Selling for Engineers” and “How
to Create Powerful Technical Sales Literature”. I discovered them
each stuffed with extraordinarily clever pointers and feedback. I consider the
ideas offered by the books are completely proper!

Congratulations on the books. 

Bentley, PJB Business Development  

We had been delighted
with the manuals.

At our final
advertising assembly I stated that I used to be so happy that I might be
getting in contact with you. It was the realisation that you’re
not a big firm however a small firm that has put an terrible
lot of effort into an excellent product. 

I took your
manuals into the primary advertising assembly and left it with them.
At the second evaluation assembly the Production Director discovered them
so good that he could not put them down.  

The conscience
consideration (we might have fairly simply put it via the
computerized copier after which despatched them again to you with a word
saying we aren’t ) was not allowed by advantage of the
proven fact that they had been so good and we had been delighted with them.  

When you might be
driving an organization ahead some instruments are helpful and a few are
important. These manuals usually are not solely good worth for cash however
they fill all of the gaps we’ve got been in search of.  

Colin Dawson,
Managing Director, Daletech Electronics Ltd  

“I just lately learn
a guide entitled Prospecting for Engineers by Robert Seviour. It
was written in easy, plain English and made lots of sense
from a sensible perspective (completely the other to lots of
theoretical enterprise books I’ve tried to learn). I acquired the
impression he’s a really, sensible, right down to earth kind of man.”

Mark Robinson,
Managing Director, Starret Precision Optical Ltd.  

That’s all labored
high quality – nice speedy response. Its nice to have good service, I appear
to recall I loved coping with you all these years in the past!

I’ll take up your
sort supply of one other title, fairly just like the sound of Powerful
closing strategies.

If you want any
testimonials from me, let me know, I might be joyful to assist.

Thanks once more, good to
take care of  you. All good needs for 2010.

Sales & Marketing

Britannia Kitchen
Ventilation Limited

Leamington Spa,

The Selling for Engineers seminar has been
held in UK, Ireland, Germany, The Netherlands, Norway, Belgium, Austria,
Canada and the USA.

Robert is a fluent speaker of
German and French; the gross sales coaching for
engineering and scientific firm course could be delivered in these
languages in addition to English.

Concerned about profitable extra
purchasers to your technical enterprise?

Do you’ve got new individuals who
want coaching in the way to promote?

Are you a Sales Manager who
must ‘get the message throughout”?

I can assist – this has been
my speciality for 20+ years.

Robert Seviour teaches gross sales expertise to engineers, technical individuals
and a various vary of business delegates at his ‘Selling for
Engineers’ seminars.

It’s been an extended journey from the
starting of his profession as a ‘hands-on’ mechanical engineer. 

‘I most likely would have stayed in
engineering if a buddy had not talked me into becoming a member of a direct
gross sales organisation. There it was all completely different – what counted was
what number of new orders I used to be bringing in, not technical issues. It was
an entire new world to me. To my shock I loved promoting and was
good at it. There’s nothing like the excitement you get if you herald
a giant order.”

Robert started his working life at ‘Power
Frequency Heating Ltd. within the London suburbs. This firm produced
‘pre-start heaters’ for emergency automobiles and enormous vehicles and
different tools working in chilly climates. Customers included
Dennis Fire Engines, Carmichael Ambulances, Caterpillar Vehicles,
Petter Engines and Rolls Royce vehicles.

Later he fashioned a enterprise, ‘Robert
Seviour – Energy Control Systems’ which put in ‘sensible’ heating
controls for big homes and small business premises. An offshoot
of this exercise was to design and match photo voltaic heating techniques for
home scorching water plus just a few attention-grabbing ‘one-offs’ which included
flue fuel secondary warmth exchangers for bigger home boilers.

In 1988 Robert bought the enterprise and
accepted an invite to turn into North American agent for Structural
Polymer Systems, a producer of epoxy adhesives and composite
supplies. He re-located to Vancouver, Canada and developed from
zero a shopper base of customers of this firm’s merchandise. The job
concerned discovering new prospects and instructing them the way to use these
superior supplies. 

Five years later he was requested to assist a
UK scientific organisation develop good technical gross sales. This
enterprise was an installer of microwave communications tools, the
personnel had been all engineers with no expertise of gross sales. Robert
coached them within the strategy of contract acquisition / enterprise

The success of this operation led to an
invitation by different firms throughout the Thorn group to repeat the
similar course with their divisions. For a 12 months Robert travelled
all through the UK bringing weekly teaching classes to this
organisation’s engineers and enterprise improvement individuals. The
merchandise they had been promoting included safety techniques and the design
of aerospace tools. 

Delegates engaged on an train at a Selling for Engineers
seminar Aberdeen Scotland


Delegates engaged on an train at a Selling for Engineers
seminar Aberdeen Scotland

The Selling for Engineers gross sales coaching guide
is particularly for engineers, scientists and techies of
every kind – all about the way to growing purchasers for
technical services. It’s  from a
specialised gross sales coach who has 20 years of
expertise coaching gross sales engineers.

If your
firm provides technical services or products and also you
have had little or no formal gross sales coaching, this guide
may be very helpful. As properly because the fundamentals for gross sales
engineers, you will discover many attention-grabbing,  technical
gross sales suggestions. It’s for engineers, newcomers to gross sales
engineering and gross sales managers who desire a supply of
concepts for gross sales conferences and to develop business
consciousness for engineers.

Order ‘Selling for Engineers’

Contents – the way to:

Convert extra enquiries into closed contracts

Resist being ‘squeezed’ on value

Be extra assured about promoting

Manage your day to liberate extra time for locating extra

Understand the motivations and desires of your

Reduce frustration when it doesn’t go your means

Achieve your gross sales targets

Develop a consultative gross sales course of that works

Build profitable enterprise relationships

Get referrals out of your prospects

Qualify your prospects successfully

Find patrons’ ‘scorching buttons’ with highly effective questions

Reduce actions that waste time and power and value
you gross sales

Topics within the Selling for
Engineers guide

The significance of
enterprise improvement

The signs of weak
gross sales means

Comparison of a
‘sales-led’ versus a ‘product-led’ firm

Should we rent a science
graduate and practice him/her to promote?

The cause why most
‘techies’ usually are not ‘pure’ gross sales individuals

What ‘techies’ actually
take into consideration promoting – the destructive stereotype

The character traits
wanted for gross sales How to take your engineers and make them into your
gross sales pressure

How to make a very good gross sales

Sales engineer expertise

Sales fundamentals for

Common faults in gross sales

When your are the
buyer, what do you search for in a salesman?

The ‘supreme’ gross sales

How to prospect for brand spanking new

Prospecting strategies –
mail, cellphone, visits, electronic mail, fax, exhibitions, referrals

How to write down an
efficient gross sales letter

What to say on the cellphone

‘Qualifying’ the

Dealing with widespread
gross sales issues

Setting appointments

Meeting the prospect –
the gross sales interview

How to take care of
completely different character varieties

Discovering the client’s

The gross sales presentation

The entice of the
pleasant, useful purchaser

Presenting to lecturers
and consultants

Asking for the order and
closing the sale

Sales consultant

Good solutions to
troublesome objections, together with

– ‘It’s too costly’

– ‘I’m getting different

–  We’re pleased with
our current provider’

– ‘I wish to take into consideration

Dealing with ‘troublesome’

– Handling the
aggressive / dominant kind

Common causes for lack
of gross sales success – and what to do about them

How to remain motivated
and get out of a gross sales stoop

A refresher for older /
skilled salespeople

Team administration
ideas for Sales Managers

How to win repeat

The causes for the rise
and fall of firms

The ‘Sales Process Flow


The means to advertise an concept successfully makes the
distinction between failure and success in knowledgeable profession.


How efficient are you at  producing new enterprise

you exchange most of your enquiries into closed enterprise?

Some easy adjustments in your gross sales strategy can
make a giant distinction,

let me present you.



‘Selling for Engineers Manual’ is
equipped as an digital file in

Adobe Acrobat (.pdf) format
which you print your self.

 When your bank card is allowed you
will obtain an order affirmation through electronic mail and instantaneous entry to
obtain your guide from the online.

The means to advertise an concept successfully makes the
distinction between failure and success in knowledgeable profession.

How efficient are you at  producing new enterprise

you exchange most of your enquiries into closed enterprise?

Some easy adjustments in your gross sales strategy can
make a giant distinction,

let me present you.


‘Selling for Engineers Manual’ is
equipped as an digital file in

Adobe Acrobat (.pdf) format
which you print your self.

 When your bank card is allowed you
will obtain an order affirmation through electronic mail and instantaneous entry to
obtain your guide from the online.

I assure that you’ll
like my books,

for those who do not agree, I’ll refund your cash instantly with out

Once you press the order hyperlink beneath you’ll
have the ability to obtain instantly.



Selling for Engineers

Prospecting for Engineers

How to Hire a Good Technical Salesman

How to Create Powerful Technical Sales Literature

How to Motivate Sales People

with out spending some huge cash

Click right here to order the 5 quantity ‘Selling for Engineers’ set

 – welche gerade mit dem
Vertrieb eines Produktes anfangen, oder schon laengere
Erfahrungen in diesem Bereich besitzen. Der Inhalt hat
sowohl produktspezifischen als auch
ingenieurwissenschaftlichen Charakter. Es handelt sich um
einen interaktiven Workshop welcher auf wissenschaftlichen
Grundlagen des Verkaufs beruht. Dieses Seminar wird von mir
bereits seit 18 Jahren, auf Deutsch und Englisch, in grossen
und kleinen Betrieben innerhalb Europas und Nordamerika
vorgetragen. Die typischen Berufsbezeichnungen meiner
Teilnehmer sind unter anderem: Sales Engineer, Account
Manager, Business Development Manager, kurzum jeder der
berufsbedingt mit Neukunden zu tun hat. 


Thank You, The guide
downloaded completely. . . . I might like to have a replica of Prospecting
for Engineers. Thank you to your very good customer support – you’ve got
discovered properly!

Mike Kusch
Director Of Technical Marketing
Sherman Dixie Concrete Industries


“It takes no time in any respect to grasp there are
advantages available from this presentation”.

“Not a jargon-based course”.

John Flett, Mott McDonald.

Enlightening, very informative”.

Allan McDonald, CAN (Offshore) Ltd.

“An insightful look into the gross sales world”.

Tommy Mackay, CAN
(Offshore) Ltd.

In Aberdeen, Scotland, the principal centre for the UK oil and fuel
business, I’ve been proud to work with Performance Improvements, Pi,
who’ve grown from a handful of engineering consultants in a single constructing
to a sizeable group with places of work all through the UK. Managing Director
Steve Wright believes within the worth of related gross sales coaching, and the
speedy progress of his firm (just lately bought by AMEC) demonstrates
its effectiveness.

Hi, Robert,
You did a fantastic job AND we had lots of enjoyable. I remembering making our
gross sales guys truly do some telemarketing in the course of the coaching.

We are doing very properly, and persevering with to develop.

Click right here to go to

Seminars, talks and workshops are supplied to college students at universities
and technical establishments with out cost or at decreased charges.

contact me for extra data

Comments from a gross sales coaching session at
Barcol-Air Ltd – Radiant Cooling Heating Systems, Oxford CT USA

“It was useful in
setting up a method to discuss to purchasers / reps so as to have a greater
probability at getting gross sales.”

Feedback feedback from a

University of Edinburgh School of

Engineering college students
engaged on an train 

“Good enjoyable and informative.”

“The interplay with the
teams and function performs had been very helpful. How to determine the shopper’s
wants was superb. The workshop was very properly offered and
interactive. I’ve discovered lots in a brief house of time. It was
wonderful to have any individual with precise sensible expertise to current
their recommendation on gross sales in a logical and clear method – some professors
ought to attend!!”

“Interesting workout routines stored
the viewers engaged. An excellent introduction to gross sales expertise.”

“Presenter appeared to have an
in depth information of the topic. Good examples, informative notes.”

“I acquired some extraordinarily helpful
hints on the way to go about promoting merchandise in a technical surroundings. .
. the recommendation on shows was very helpful. Thanks very a lot, very
useful certainly.”

“Interesting logical
strategy to promoting. . . . . enjoyable and interactive.”

Participant feedback from a Cambridge
University spinout firm.

“Thanks Robert, the session
was very helpful. Thought upsetting. Great overview, tailor-made to our
wants as and once they popped up in the course of the session.”

Matt – Consulting Engineer

“Useful workout routines and concepts,
tailor-made properly to our circumstances. Interesting concepts concerning shopper
focus / self-focus. Lots of latest concepts. Well taught, informative day.”

Participant feedback from SMD, Wallsend, UK
who design and manufacture subsea robotics together with remotely operated
automobiles (ROVs), underwater propulsion and management merchandise.

“Good overview of gross sales
course of expertise.”

“Good refresher on gross sales
administration and strategies.”

“I favored the pleasant and
casual supply of the course. There had been a number of new gross sales concepts /
strategies that I’ll use.”

“A really interactive seminar
which acquired everybody pondering and speaking.”

“Clear, easy, straightforward to
keep in mind factors.”

“Related usually to our
enterprise – actual world. A helpful overview of the important thing ideas and
issues related to technical gross sales.”

“Enjoyed the primary session –
quick tempo, sensible actions, sense of path.”

UCLA Anderson School of Management, Los
Angeles offered a half-day

Sales Skill-building
Workshop led by Robert Seviour

Feedback from this occasion:

“The workshop was executed in a memorable & enjoyable means. The approach was
taught in a simple to grasp means. The presentation is properly formatted”

“Presentation was clear,
concise & easy, which made it very straightforward to comply with. Just the appropriate
degree for me. It’s a fantastic intro class”

“The workout routines had been very
efficient in solidifying core ideas”

“I favored getting the
nice framework for efficiently partaking potential purchasers”

“It gave me a greater
understanding of the way to strategy purchasers and enhance chance of

“Clear, easy ideas.
Easy to implement (utilizing function performs)”

“I actually just like the
mini-assignments to assist me perceive the supplies & retain the
information. The content material is de facto sensible . . .want the workshop was

“You are in lots of
conditions the place you might be promoting one thing – particularly your self”

“The define of
presentation components was very useful. The web page with the
‘phrases-not-to-use’ was very helpful”

“I favored the mannequin of
instruction, then workout routines. It helped make it concrete for me. I favored
the project to completely different groups and other people. It helped me get to know

“Dear Robert,
Thank you a lot for giving us such a fantastic class yesterday! I’ve by no means
acquired an actual gross sales coaching earlier than and your class actually opened my eyes to
an attention-grabbing area.”

“What you confirmed us yesterday are actually essence of gross sales apply, and
I positively wish to evaluation them now and again to maintain what
I’ve discovered.
Also, be at liberty to let me know whether or not in future you wish to go to
UCLA once more and provides comparable trainings, and I will probably be more than pleased to
be there!”

“Robert, thanks for
the workshop yesterday.  I’ve tried that first train – “Try to
promote Item X to me” with 3-Four engineers already.  Every considered one of them
began data-dumping the options on me instantly. Thanks once more for
the very sensible and helpful workshop!

Thank you to your nice
promoting workshop yesterday.

University of Edinburgh

 offered a half-day

Skills Workshop

Feedback from this occasion:

“Thought-provoking, not a prescriptive lecture”

“Easy to narrate materials
to actual world examples. Real details about gross sales strategies quite
than summary theories”

“Very properly delivered –
good construction & environment friendly. Relaxed strategy and gratifying duties”

“All understood and really
properly offered”

“V. informative. Easy to
keep in mind due to a number of examples and good explanations”

“Very pleasant and

“The workout routines that
confirmed the intuitive however finally flawed gross sales pitch that I used to be utilizing
had been very helpful”

“The issues that had been
lined had been in easy phrases and gave a very good construction to the
gross sales course of”

“Interactive and entertaining”

“Informative – lined a
lot of elements of gross sales which could be very helpful in an engineering

“I discovered the workshop helpful and informative. I might advocate it
for last 12 months college students”

“Liked the involvement
elements, time did not drag as there have been breaks and involvement. Really
good use of examples make it very easy to narrate to”

“Enjoyed degree pitched
at. Interactive degree excellent for me. Learned lots. Very

“I favored the sensible examples. A variety of helpful suggestions for
speaking between patrons and suppliers”

“Introduced me to systematic strategies of gross sales strategies. Will discover
this very helpful. Good to get some workout routines as these illustrate factors
very properly”

“A day boot camp of
gross sales methods and mind-set when approaching a possible

From an occasion held at UBC – University of
British Columbia, Vancouver, Canada:

“An excellent crash course for newcomers and refresher
for skilled individuals”

“Easy to grasp – very properly offered. . . . Really
helped in structuring the thought course of to focus on in the course of the
promoting course of”.

Comments from individuals
at an occasion held at Robert Gordon University Aberdeen, Scotland:

Great course for individuals new to gross sales or if
they want an intensive overview of the essential ideas”.
Mark Graham, Dominion Technology Gases Ltd

“Made me assume in a different way about promoting (in a
great way)”. Eric Brechet, Engspire.

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TubeInternet connecting Tube and Pipe individuals

Sales Books

This is a map of the place the guests to this
web page got here from on 1 Aug 2018 – It appears I ought to open an workplace in East
Coast USA!

Contrast the diploma of curiosity within the USA
concerning the enterprise of promoting technical merchandise with the extent in different
nations, (in fact language is an element additionally).

If you’ve got learn this far and nonetheless have not
discovered what you need, get in contact – no cost for a chat. I’ve been in
gross sales and managed gross sales groups for over thirty years, I’ll have the
reply to your gross sales drawback.

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