Morgan Training Company

Dedicated to improving the effectiveness of technical professionals!

Learn how to:

Promote your ideas, concepts and projects to management and customers
Sell complicated, technical products and processes to skeptical prospects.
Win resources for your technical group, project or program.
Get customers and colleagues to accept and buy-in to your ideas.
Develop appropriate messages for different audiences
Manage the "soft" issues (people, relationships, politics, etc.) that can trump the best technical solution.

Morgan Training Co., LLC, headquartered in Yorba Linda, CA, is a training and professional development company which specializes in helping technical organizations improve their bottom line by increasing sales volume and/or increasing profits. Specifically, we work with technical organizations that have concern about the effectiveness of their...

business development personnel (sales engineers, account managers, etc.) in growing business

technical professionals (application engineers, project managers, scientists, project leads, etc.) in dealing with customers and selling/persuasion situations (getting buy-in, presenting technical solutions, promoting ideas, winning resources, etc.)

This could include helping them...

...qualify sales opportunities better, so they're not wasting resources chasing low probabilities (but what might be exciting engineering challenges!)
...deal with their affinity for solving problems which often results in giving a lot of unpaid consulting in the hopes that business will follow
...sell and compete on value and solutions as opposed to technical features, benefits and price
...build more effective relationships to facilitate rapport (trust, comfort level, etc.)
...manage the "soft" issues (people, relationships, politics, etc.) that can trump the best technical solution
...deliver concise and focused messages ("Tell it in 10 slides, not 40!)
...follow a selling/persuasion process that delivers consistent results
...solicit better commitments from colleagues and customers so the business decision cycle keeps moving forward
...be more effective interacting with diffeernt (and sometimes difficult) personalities
...negotiate more effectively with a win-win approach

We equip technical professionals with best practice strategies, methodologies, tactics and skills that are needed to effectively communicate, sell, negotiate and develop successful projects and business with external as well as internal customers. We find that most customer and business development problems arise not from lack of technical knowledge, but from lack of "soft skills" training.

We offer the following courses geared to business development and customer interaction for internal and external customers. (These courses are similar, but differ in their focus on internal vs. external communication, sales, persuasion and negotiation situations.)

We also deliver follow-on courses, workshops and consulting on the following topics:

Practice, reinforcement and application of the basic skills and methodologies
Trade Show Effectiveness
Account Management
Overcoming Objections
Effective Presentations
Opportunity Strategizing
Prospecting
Territory Planning

The content of our training has been tailored for the technical (engineer, scientist, etc.) audience. In that vein, we teach the "science" behind interaction and persuasion/selling. We also deal with the challenges that can result from the typical engineering "mind set", such as the tendencies to make assumptions, to be overly critical, to want to convince with data, and to "tell" as opposed to ask and listen.

In addition, training sessions include customization of the course content as well as the exercises and role plays to address the specific issues of the participants.

Our participants give the training very high marks (average 9.2-9.5 out of 10) and ask for more! We feel that is a major endorsement since our target audience (technical professionals) can be rather critical.

Read what our customers are saying!