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Our next seminars dates

From: Robert Seviour
Subject: Our next seminars dates
Date: Thu, 4 Sep 2003 11:44:41 +0100

Selling for Engineers

One-day Seminar

Edinburgh               Wed     3rd September   2003
Gatwick                 Thurs   25th September  2003
Amsterdam               Fri             3rd October             2003
Belfast                 Wed     8th October             2003
Dublin                  Wed     15th October    2003
Boston                  Wed     29th October    2003
Chicago                 Mon             2nd November    2003
Dallas                  Thurs   6th November    2003
San Jose                Wed             12th November   2003
Seattle                 Fri             14th November   2003
Denver                  Thurs   20th November   2003
Toronto                 Tues    25th November   2003

The Selling for Engineers seminar is a good introduction to effective sales
principles for people who are new to selling, and also a useful refresher
for 'old hands'.  It applies to selling both technical products and
intangible services.

Many Sales Engineers have been learning the technical skills of their job
for years but have had little formal training in selling.  This course
helps correct that imbalance.  
Typical job titles of delegates: Sales Engineer, Account Executive and
Business Development Manager.

Fee for this event is £300.

Telephone Sales Prospecting for Engineers

One-day Workshop

Leeds           Mon             22nd September  2003
Belfast         Thurs   9th October             2003
Dublin          Thurs   16th October    2003

This event is a practical workshop teaching people in technical companies
how to find new customers on the phone.  It is applicable to business
development for both tangible products and intangible services.  The first
session addresses whom to target, what to say and how to handle problems. 
The remainder of the day consists of live sales calls with coaching from
Robert Seviour; the objective being to give delegates some positive
experiences of prospecting, make sales appointments and maybe sell

Please note that this telephone sales prospecting event is restricted to a
maximum of six delegates to permit individual coaching.
Fee for this event is £300.

Closing Techniques Workshop

Half day workshop

Edinburgh               Wed     4th September   2003
Birmingham              Fri             19th September  2003
Leeds                   Tues    23rd September  2003
Gatwick                 Fri             26th September  2003
Belfast                 Fri     10th October    2003
Dublin                  Fri             17th October    2003
Boston                  Thurs   30th October    2003
Chicago                 Tues    3rd November    2003
Dallas                  Fri             7th November    2003
San Jose                Thurs   13th November   2003
Seattle                 Mon             17th November   2003
Denver                  Fri             21st November   2003
Toronto                 Wed             26th November   2003

What if the customer says:
"       "          'It's too expensive'
"       "          'We're happy with our present supplier'
"       "          'I want to think about it'
Can you handle these common objections?
By far the most efficient way to be more profitable is to turn more of the
enquiries you receive into paid orders.  For this, the ability to resolve
objections is critical - either you close or you lose the sale.
And if you answer 'How much discount will you give me?' with: 'I'll ask my
boss', you waste profit, which could be yours with a better reply.
In only half a day I will teach you techniques which overcome these
objections and more. You will be able to use them immediately to win
profitable orders.
There is no need to lose business to your competitors or give big
The price for the workshop is low, only £145. 
If you have never had any formal sales training or need a refresher, don't
continue to work at a disadvantage. 

Reservations and information
Please contact Sue on: 

Tel:  +44(0)1481 720 294     Fax: +44(0)1481 720 317

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