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Making the Transition from Technician to Sales People
Over years an increasing number of technicians have become sales people. This partly reflects our desire in offering more professional services to enhance customer experience and further strengthen product differentiation, yet partly reflects that customers are demanding on purchasing experience. However, in practice, transition from technical to sales positions and mastery of corresponding skills still needs improvement, which brings a lot of confusion and problems:
* Project would still be stagnant when all’s done
* What do we do when it’s technically difficult to meet customers’ needs?
* Superficially polite communication with customers without getting inside information
* There are excellent plans which customers would just decline
This course is designed to improve both comprehensive & professional skills of sales people, and to help transform technological advantages into the competitiveness in face of customers, thus helping companies seize opportunities in this fierce market. Participants will be able to:
* Understand basic tasks and methods of sales work
* Master communicating and demand-exploring skills
* Understand customers’ subjective and objective needs at different stages of sales process and provide solutions
* Pay attention to and better proficiency dealing with sales processes, as well as push a project forward
* Project would still be stagnant when all’s done
* What do we do when it’s technically difficult to meet customers’ needs?
* Superficially polite communication with customers without getting inside information
* There are excellent plans which customers would just decline
This course is designed to improve both comprehensive & professional skills of sales people, and to help transform technological advantages into the competitiveness in face of customers, thus helping companies seize opportunities in this fierce market. Participants will be able to:
* Understand basic tasks and methods of sales work
* Master communicating and demand-exploring skills
* Understand customers’ subjective and objective needs at different stages of sales process and provide solutions
* Pay attention to and better proficiency dealing with sales processes, as well as push a project forward
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
Summary
Over years an increasing number of technicians have become sales people. This partly reflects our desire in offering more professional services to enhance customer experience and further strengthen product differentiation, yet partly reflects that customers are demanding on purchasing experience. However, in practice, transition from technical to sales positions and mastery of corresponding skills still needs improvement, which brings a lot of confusion and problems:
* Project would still be stagnant when all’s done
* What do we do when it’s technically difficult to meet customers’ needs?
* Superficially polite communication with customers without getting inside information
* There are excellent plans which customers would just decline
This course is designed to improve both comprehensive & professional skills of sales people, and to help transform technological advantages into the competitiveness in face of customers, thus helping companies seize opportunities in this fierce market. Participants will be able to:
* Understand basic tasks and methods of sales work
* Master communicating and demand-exploring skills
* Understand customers’ subjective and objective needs at different stages of sales process and provide solutions
* Pay attention to and better proficiency dealing with sales processes, as well as push a project forward
* Project would still be stagnant when all’s done
* What do we do when it’s technically difficult to meet customers’ needs?
* Superficially polite communication with customers without getting inside information
* There are excellent plans which customers would just decline
This course is designed to improve both comprehensive & professional skills of sales people, and to help transform technological advantages into the competitiveness in face of customers, thus helping companies seize opportunities in this fierce market. Participants will be able to:
* Understand basic tasks and methods of sales work
* Master communicating and demand-exploring skills
* Understand customers’ subjective and objective needs at different stages of sales process and provide solutions
* Pay attention to and better proficiency dealing with sales processes, as well as push a project forward
Attendees
* Sales persons who were once technicians
* Technical freshmen who are in their first days being salesmen
* Technical freshmen who are in their first days being salesmen
01
Preparation before seminar
02
Outlines
Ice-breaking: what do technicians think of salesmen?
* Selling = networking?
* Selling = cheating?
1. Sales task flow
* A journey between products and customers
* Basic duties and tasks for sales people
* Jobs to be done finishing tasks
* Checklist for a complete sales workflow
* No shortcuts becoming an ace salesman
* The cost of selling and resource management
* Competitive benefits and concern for decision makers
* Constant dynamicity & all possibilities
* To sell is like to travel
* Major and minor destinations within the journey of selling
* Technical goal
* Relationship goal
2. Get prepared to sell
* Set an interview
* Set the goal of interview
* Get customer information
* Identify customer needs
* Be prepared with related materials
* Hidden task – decide your communicating strategies
3. The contacting stage of sales process
* Customers’ first impression of you
* Introduction period techniques
* Usual mistakes
* Assessment of communicating style
* The funnel of communication
* Effective listening
* Hidden task – set foreshadowing for continued communication
4. The information stage of sales process
* Questioning techniques while listening
* Facts & view of points
* Hidden needs
* Drawing the map of needs
* Skills to speak when communicating
* Hidden task – identify the opponents’ mindset and standing point
5. The convincing stage of sales process
* Targets, timing and tact
* Customers’ interest and preference
* Tools to persuade
* Techniques to persuade
* Upon customers’ objections
* Hidden task – make proposals with humanity
6. Sales negotiation
* Comparison on negotiating power and win-win approach
* Negotiation means exchange
* Negotiable points
* Negotiation against interest or stance?
* Notice customer’s sign of purchasing
* Hidden task – take into account opponent’s self-esteem
7. The relationship maintaining stage of sales process
* The essence of customer relationship
* Technical support
* Relationship support
* Hidden task – caring for customer’s feelings
8. Conclusion: the job of being a sales person is about customer expectation and experience
* Why sales project fails
* Managing customer expectation through the expectation curve
* Set your own schedule – progress as doing sales activities
* Selling = networking?
* Selling = cheating?
1. Sales task flow
* A journey between products and customers
* Basic duties and tasks for sales people
* Jobs to be done finishing tasks
* Checklist for a complete sales workflow
* No shortcuts becoming an ace salesman
* The cost of selling and resource management
* Competitive benefits and concern for decision makers
* Constant dynamicity & all possibilities
* To sell is like to travel
* Major and minor destinations within the journey of selling
* Technical goal
* Relationship goal
2. Get prepared to sell
* Set an interview
* Set the goal of interview
* Get customer information
* Identify customer needs
* Be prepared with related materials
* Hidden task – decide your communicating strategies
3. The contacting stage of sales process
* Customers’ first impression of you
* Introduction period techniques
* Usual mistakes
* Assessment of communicating style
* The funnel of communication
* Effective listening
* Hidden task – set foreshadowing for continued communication
4. The information stage of sales process
* Questioning techniques while listening
* Facts & view of points
* Hidden needs
* Drawing the map of needs
* Skills to speak when communicating
* Hidden task – identify the opponents’ mindset and standing point
5. The convincing stage of sales process
* Targets, timing and tact
* Customers’ interest and preference
* Tools to persuade
* Techniques to persuade
* Upon customers’ objections
* Hidden task – make proposals with humanity
6. Sales negotiation
* Comparison on negotiating power and win-win approach
* Negotiation means exchange
* Negotiable points
* Negotiation against interest or stance?
* Notice customer’s sign of purchasing
* Hidden task – take into account opponent’s self-esteem
7. The relationship maintaining stage of sales process
* The essence of customer relationship
* Technical support
* Relationship support
* Hidden task – caring for customer’s feelings
8. Conclusion: the job of being a sales person is about customer expectation and experience
* Why sales project fails
* Managing customer expectation through the expectation curve
* Set your own schedule – progress as doing sales activities
03
Follow-up after seminar
Objectives
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