Training: Public Seminars
 

A special offering for technical professionals selling to internal or external customers...

 

“Effective Communication, Sales & Negotiation for the Technical Professional” 
 
November 6th-8th, 2018
Detroit, MI 
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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 research 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 (or the customer will “like” them)

3…selling and competing on value and solutions as opposed to technical features, benefits and price

4... building more effective relationships to facilitate rapport (trust, comfort level, etc.)  

5…managing the “soft” issues (people, relationships, politics, etc.)that can trump the best technical solution
 
6...delivering concise and focused messages ("Tell it in 10 slides, not 40!")
 
(For more of the issues, click here.)
 
If these sound familiar you might be experiencing some of the 5 key selling ailments that plague technical companies...
  • Poor Close Ratios
  • Long Sale Cycles
  • Insufficient Pipelines
  • Poor Margins/Profitability
  • Inaccurate forecasting 
If so, Morgan Training Co. can help.  By focusing on techniques, strategies and skill sets to address these 5 issues, we have helped our clients achieve remarkable growth, such as increased revenues from $1M to $2M/month in 12 months; 300% growth in sales in 18 months!   
 
Attend this seminar and learn how to: 
use an effective selling 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"
get customers to feel urgency and make decisions
and more...
 
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 Take our FREE Assessment
Find out what might be holding you back and where you stand on 63 key selling and customer interaction issues.
   
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Intended Audience:  Engineers, scientists, and technical professionals charged with “selling” their ideas, projects, or products to internal or external constituencies.
 
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Details
 
WHEN
November 6th-8th (T-Th), 2018 (T-W 8:30am - 5:00pm; Th 8:30am-3:30pm) 

WHERE
Detroit, MI area (Crystal Glen Center in Novi, MI)

INSTRUCTOR
Laura Gray Hyde (Bio)
Click here to watch an interview with Laura as she describes the courses she teaches at UCLA’s Technical Management Program

QUESTIONS?
Call: (714) 345-6260 or 

 

 REGISTRATION

Registration form: Email to laura.hyde@morgantraining.com 
 
SUMMARY OF LINKS
Company Overview
Seminar Flyer
Seminar Registration Form
Course Description
Sales Diagnostic Assessment
Instructor Bio
Contact us if you’d like additional detail regarding the course agenda.
 
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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 September 17-21, 2018.  Laura Hyde, President of Morgan Training Co., LLC. has been an instructor in this program for the past 15 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
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