Training: Public Session: Technical Selling

 
For technical sales team members who sell to internal or external customers...
 

Does your team need help with the challenges of 2021?  Are you finding "pandemic selling" to be difficult?

 

The marketplace is full of mediocre sales teams, but being able to rise above them with successful selling methodologies and skills can make all the difference! Are you struggling with...

 

     •      Long sales cycles

     •      Lack of an effective sales process and common terminology

     •      Giving away too much “free consulting”

     •      Poor margins

     •      Insufficient pipelines

     •      Poor qualification of prospects

     •      Having to discount and slice prices to win deals

     •      Inaccurate Forecasting

 

Our research shows that technical “sellers” often approach customer interactions and selling situations the way they approach technical problems. The strategy can produce results. However, there are inherent problems with that approach, that if removed or minimized, can result in dramatic revenue and margin gains! 

 

If you’d like to improve your sales results, join us at our upcoming course…

 

“Effective Communication, Sales & Negotiation for the Technical Professional”  
 
May 24th-28th, 2021
Virtually, via Zoom: M-Th: Noon-5pm Fri: Noon-3pm -- All ET 
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Register early to secure a seat and save!

$2,395  $2,195

If you want to enroll multiple people, contact us for volume discount. 

 

  Call (805) 440-3490 or email a completed form to register! 
 
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More and more, companies are expecting all of their technical personnel to interact with customers.  Problem is that many have never been trained in best practice methodologies, techniques and skills to be effective.  
 
Morgan Training has identified specific issues that plague technical “selling” professionals, which include...

1 ... qualifying sales opportunities better, so they're not wasting resources chasing low probabilities (but what might be exciting technical challenges!)

2 ... dealing with their affinity for solving problems which often results in giving a lot of "unpaid consulting" in the hopes that business will follow

3 ... following a selling/persuasion process that delivers consistent results

4 … managing the “soft” issues (people, relationships, politics, etc.) that can trump the best technical solution

5 ... focusing on the technical "fit" and overlooking the business issues/case

6 ... wanting to convince ("tell"), as opposed to helping customers discover ("ask")

 

7 ... gaining commitments so decisions don't drag out 

  
Attend this course and learn how to: 
use an effective 9-step sales process for the technical environment
reduce your "un-paid" consulting
qualify opportunities and let go of the "resource drains"
sell solutions, not products and services
get people to make and keep commitments
deal with "Think-it-overs"
deal with the challenges of "pandemic/virtual" selling
get customers to feel urgency and make decisions 
sell to people who are "different" -- managers, executives, technical, non-technical, etc.
and much more... 
  
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Intended Audience:  Technical sales team members and any other technical professionals who interact with internal or external customers and are charged with “selling” their ideas, projects, products, or services.
 
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Details
 
We're excited to be offering our popular onsite program as a virtual, public program, in which we've incorporated the content and interaction of our in-person sessions into an engaging Zoom format.  We've also added a new module on virtual selling. And, as we do for our in-person sessions, we're limiting the number of attendees so individual issues can be addressed.
 
By scheduling half-day sessions, we've strived to reduce "Zoom fatigue" and provide some schedule flexibility for the participants to fit in regular work activities if necessary.  In addition, by spreading the training out over a week, we have included more out-of-class exercises for additional application and practice. Feedback from recent participants has been very positive.
 
WHEN
May 24th-28th, 2021. M-Th: Noon - 5pm ET; Fri: Noon-3pm ET

WHERE
Virtually, via Zoom

INSTRUCTOR
Laura Gray Hyde (Bio)

QUESTIONS?
Call: (714) 345-6260 or 

 

REGISTRATION

Registration form:  Email to laura.hyde@morgantraining.com.
 
Additional Information
Course Overview
Course Flyer
Company Overview

Not Sure? 
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Comments from some past attendees: 

• “Training exceeded my expectations.  Good application techniques were demonstrated through case studies, role play, etc." - Rob Bernakl, Program Manager, AVL

• “This was a fabulous course. The instruction was great and the tools that you learn will be valuable in many positions. Clearly the best training I have ever attended."--Thomas Hackbardt, Sr. Account Manager, Robert Bosch Corporation

• “The techniques described in this course are very pertinent to our conducting of project acquisition, development, delivery and daily interactions, externally and internally.” --Chenyang Xu, Member Technical Staff, Siemens Corporation

• “The best “sales training” I’ve been through.  Directly relevant to selling our technical products and services.” --Richard Botelli, General Manager, Abaqus, Inc. (Currently Dassault Systemes, Simulia Corp.) 

* "This training exceeded my expectations! Being new to sales after having been in a technical role, I found the material and tools enormously helpful. I found an applicable tool for every situation I've encountered so far, leaving me with numerous 'Ah ha' moments!" --Tim Dietrich, Territory Sales Manager, Specialty Coating Systems, Inc.
 
* "This is by far the best, most valuable 'human-relations, non-technical' course that I have taken in my 19-year professional career. The instructor did a great job of teaching abstract concepts to a group of very technical people who are used to processing information in a binary 'right/wrong' format. Although I am not directly involved in external sales at this time, the methods taught in this class will help me greatly with my internal customers." -- Jessica Kuzia, Sr. Calibration Engineer, Robert Bosch LLC 
 
More client stories and testimonials
 
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In addition to our public sessions, two of our courses are offered twice each year at UCLA Extensions's Technical Management Program.  This program is geared toward engineers moving into managerial or supervisory positions and the next session is March 22-26, 2021.  It will be delivered remotely via Zoom.  Laura Hyde, President of Morgan Training Co., LLC. has been an instructor in this program for the past 18 years. The current courses offered are:
 
 
"High-Impact Communication Techniques for the Technical Professional"
 

Morgan Training Co., LLC - Avila Beach, California
Tel: 805-440-3490
©2002 Morgan Training Co., LLC. All Rights Reserved.