Fundamentals of Technical Sales

Course Objectives

This course will enable participants to:

• Develop an understanding of core sales techniques
• Build confidence and improve influencing and persuasion skills
• Understand market and buyer behaviour
• Utilise a new sales model
• Learn effective strategies for lead generation, sales funnel management, stakeholder engagement, communication and negotiation skills

Course Content

Day 1: Foundations of Technical Sales

Building Confidence, Busting Myths, and Mastering Markets

Morning Session:

• Myth Busting, Understanding the Perception of Sales, and Mastering the Art of Selling with Confidence
  • Ability to debunk common misconceptions about sales
  • Insight into how sales roles are viewed and ways to improve this perception
  • Increased confidence and effectiveness in sales interactions

 

• Understanding Your Market and Your Buyer
  • Knowing your market
  • Knowing your product and understanding who needs it
  • Understanding your buyers and their adoption characteristics

 

• Psychology of Sales
  • Understanding customer behaviour
  • Building rapport and trust
  • Influencing and persuading techniques

 

Afternoon Session:

• Sales Models
  • Velocity’s AIM-PDA
  • Applying Strategic Selling Methodology to AIM-PDA
    • Enhanced ability to attract, engage, and convert customers using a comprehensive sales approach
    • Enhanced ability to manage complex sales cycles, develop strategic account plans, and increase win rates
    • Create robust and comprehensive sales strategies that address both the complexity of high-tech sales and the nuances of different customer segments in the technology adoption lifecycle.

 

• Q&A
  • Purpose: To clarify concepts, address specific challenges participants face, and deepen understanding of the morning and afternoon session topics.
  • Format: Open floor for participants to ask questions about myth-busting, sales perception, mastering sales confidence, understanding markets, and sales models.
  • Outcome: Enhanced comprehension and application of foundational concepts, fostering interactive learning and knowledge exchange.

 

Day 2: Advanced Sales Strategies and Execution

Navigating Success: From Lead Generation to Negotiation Mastery

Morning Session:

• Lead Generation
  • Effective Lead Generation Strategies
  • Gaining knowledge of market trends and competition/Competitive Analysis
  • Utilizing sales tools and technologies
    • Improved techniques for identifying and qualifying potential customers, leading to a robust sales pipeline
    • Ability to position products competitively
    • Understanding of market competition and strategies to differentiate products/services effectively

 

• Understanding the Sales Funnel and Identifying Multiple Stakeholders
  • Understanding and utilising the Sales Funnel
    • Ability to effectively guide prospects through each stage of the sales process, from initial awareness to final purchase
  • Understanding multiple stakeholders in the buying process and engaging different departments
    • Proficiency in identifying and engaging with key stakeholders across various departments involved in the buying decision

Afternoon Session:

• Communication and Negotiation Skills
  • Where and how to start!
  • Developing effective communication skills
  • Handling objections
  • Negotiation skills
  • Building a customer-centric approach
    • Enhanced client engagement and relationship-building
    • Improved ability to address and overcome client concerns
    • Proficiency in negotiating terms, contracts, and agreements to achieve mutually beneficial outcomes
    • Higher customer satisfaction and loyalty

 

• Q&A
  • Purpose: To discuss advanced strategies, address practical implementation issues, and provide insights into lead generation, sales funnel management, stakeholder engagement, and negotiation skills.
  •  Format: Structured Q&A where participants can inquire about lead generation techniques, navigating the sales funnel, stakeholder management challenges, and effective negotiation strategies.
  • Outcome: Deeper insights into applying advanced sales techniques, clarification of complex topics, and practical solutions to real-world sales scenarios.

 

• Each session will give time for interactive discussions, practical exercises, and case studies.

Course details

Duration	1 day
Member* cost pp	£290+VAT
Non-member cost pp	£435+VAT
Details	Free parking, lunch provided

*Membership from £100+VAT per annum - join now and save on training