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Description:

Engineer /
Skilled Salesman / Specialist Gross sales Coach

2 half of day Gross sales workshop for GENBAND
Telecommunications (UK) Restricted

Company Headquarters Frisco, Texas,
focuses on Web know-how utilized by telecommunications firms
and glued, cellular and cable service suppliers that sends telephone calls
over the Web world wide throughout over 600 networks, together with
two-thirds of the world’s largest service supplier networks spanning
greater than 80 international locations.

GENBAND has analysis and improvement
amenities in Canada, China, Massachusetts, North Carolina, and Texas.
Genband lately bought Nortel’s CVAS enterprise and know-how.

Dr Dorit Columbus, Ahmed
Hamdani, Anna Lapshina – three of the delegates at GENBAND, Maidenhead
UK ‘Promoting for Engineers seminar

“Presenter’s type saved
individuals’s consideration by breaking into workshops / role-play as an instance
factors. I’ve recognized areas the place I can enhance my presentation and
strategies in conferences to be more practical.”

“A helpful introduction to
gross sales strategies and techniques for individuals with an engineering-led
background and experiences.”

“Good man, very open and
made you’re feeling snug. A number of brainstorming together with your colleagues .
. .Good and simple ideas used in the course of the periods that may be utilized
to day by day job.”

“A nice seminar, very
useful to get some recent concepts to make use of in day by day life to enhance
inter-personal relationships to carry out higher at work and ultimately to
get extra gross sales!”

“Very interactive, tons
of private expertise delivered. The seminar offered a broad vary of
elements of gross sales work, protecting various kinds of gross sales. Plenty of
expertise has been proven and illustrated the instances. Sensible workouts
helped to get a agency grip on do’s and don’ts.”

“Better of all I appreciated the
sensible workouts which helped loads to know the course
materials. Course is superb as an preliminary step in gross sales. Great way of
delivering data – data via enjoyable.”

“The seminar was very
sensible, with many workouts getting us to appreciate the advantages of the
strategies and put them to the take a look at. Can be good to make the course
longer – in the future additional.”

“Realisation that gross sales
is inside us and that with some steering engineers could make an enormous
distinction to the gross sales cycle by adapting our method to buyer
interplay.”

“Relaxed ambiance
permitting simple discussions. Presentation part was very helpful to me. I
wanted to make clear that in my very own thoughts and your session did that. An
wonderful introduction to gross sales held in a simple ambiance.”

“This was an excellent
introduction to gross sales. Entertaining and insightful.”

“Good steadiness between
presentation and function play.”

“Introduction to the
fundamentals of gross sales strategies primarily based on the trainer’s personal expertise
(versus MBA sort of educational research).”

I
lately downloaded your guide Promoting for Engineers, which I
discovered very helpful.

I would
prefer to get a replica of “Gross sales Prospecting for Engineers” .   

IT
Govt, Brisbane, Australia.  

I’ve simply downloaded
your 2 manuals, rent an excellent Technical Salesman and Gross sales
prospecting for Engineers.

I introduced Promoting for
Engineers some time in the past.

Might I say how
delighted we’ve got been together with your manuals and the way efficient we discover
the content material.

Sabre Residence Safety Ltd

Pricey
Mr. Seviour

I
have simply learn your two books, “Promoting for Engineers” and “How
to Create Highly effective Technical Gross sales Literature”. I discovered them
each stuffed with extraordinarily smart pointers and feedback. I consider the
rules introduced by the books are completely proper!

Congratulations on the books. 

Paul
Bentley, PJB Enterprise Improvement  

We had been delighted
with the manuals.

At our final
advertising and marketing assembly I stated that I used to be so happy that I might be
getting in contact with you. It was the realisation that you’re
not a big firm however a small firm that has put an terrible
lot of effort into an excellent product. 

I took your
manuals into the primary advertising and marketing assembly and left it with them.
On the second overview assembly the Manufacturing Director discovered them
so good that he could not put them down.  

The conscience
consideration (we might have fairly simply put it via the
computerized copier after which despatched them again to you with a be aware
saying we’re not ) was not allowed by advantage of the
undeniable fact that they had been so good and we had been delighted with them.  

When you find yourself
driving an organization ahead some instruments are helpful and a few are
important. These manuals will not be solely good worth for cash however
they fill all of the gaps we’ve got been in search of.  

Colin Dawson,
Managing Director, Daletech Electronics Ltd  

“I lately learn
a guide entitled Prospecting for Engineers by Robert Seviour. It
was written in easy, plain English and made quite a lot of sense
from a sensible standpoint (completely the other to quite a lot of
theoretical enterprise books I’ve tried to learn). I acquired the
impression he’s a really, sensible, right down to earth form of man.”
 

Mark Robinson,
Managing Director, Starret Precision Optical Ltd.  

That is all labored
high quality – nice speedy response. Its nice to have good service, I appear
to recall I loved coping with you all these years in the past!

I’ll take up your
sort provide of one other title, fairly just like the sound of Highly effective
closing strategies.

If you happen to want any
testimonials from me, let me know, I might be blissful to assist.

Thanks once more, good to
take care of  you. All good needs for 2010.

Gross sales & Advertising
Director

Britannia Kitchen
Air flow Restricted

Leamington Spa,
Warwickshire

The Promoting for Engineers seminar has been
held in UK, Eire, Germany, The Netherlands, Norway, Belgium, Austria,
Canada and the USA.

Robert is a fluent speaker of
German and French; the gross sales coaching for
engineering and scientific firm course may be delivered in these
languages in addition to English.

Involved about profitable extra
shoppers in your technical enterprise?

Do you might have new individuals who
want coaching in how one can promote?

Are you a Gross sales Supervisor who
must ‘get the message throughout”?

I may help – this has been
my speciality for 20+ years.

Robert Seviour teaches gross sales abilities to engineers, technical individuals
and a various vary of business delegates at his ‘Promoting for
Engineers’ seminars.

It has been an extended journey from the
starting of his profession as a ‘hands-on’ mechanical engineer. 

‘I in all probability would have stayed in
engineering if a buddy had not talked me into becoming a member of a direct
gross sales organisation. There it was all totally different – what counted was
what number of new orders I used to be bringing in, not technical issues. It was
a complete new world to me. To my shock I loved promoting and was
good at it. There’s nothing like the thrill you get whenever you herald
a giant order.”

Robert started his working life at ‘Energy
Frequency Heating Ltd. within the London suburbs. This firm produced
‘pre-start heaters’ for emergency automobiles and enormous vehicles and
different tools working in chilly climates. Prospects included
Dennis Fireplace Engines, Carmichael Ambulances, Caterpillar Automobiles,
Petter Engines and Rolls Royce vehicles.

Later he shaped a enterprise, ‘Robert
Seviour – Power Management Methods’ which put in ‘good’ heating
controls for big homes and small industrial premises. An offshoot
of this exercise was to design and match photo voltaic heating methods for
home scorching water plus a number of attention-grabbing ‘one-offs’ which included
flue fuel secondary warmth exchangers for bigger home boilers.

In 1988 Robert offered the enterprise and
accepted an invite to turn out to be North American agent for Structural
Polymer Methods, a producer of epoxy adhesives and composite
supplies. He re-located to Vancouver, Canada and developed from
zero a shopper base of customers of this firm’s merchandise. The job
concerned discovering new prospects and educating them how one can use these
superior supplies. 

5 years later he was requested to assist a
UK scientific organisation develop good technical gross sales. This
enterprise was an installer of microwave communications tools, the
personnel had been all engineers with no expertise of gross sales. Robert
coached them within the means of contract acquisition / enterprise
improvement.

The success of this operation led to an
invitation by different firms inside the Thorn group to repeat the
identical course with their divisions. For a 12 months Robert travelled
all through the UK bringing weekly teaching periods to this
organisation’s engineers and enterprise improvement individuals. The
merchandise they had been promoting included safety methods and the design
of aerospace tools. 

Delegates engaged on an train at a Promoting for Engineers
seminar Aberdeen Scotland

 

Delegates engaged on an train at a Promoting for Engineers
seminar Aberdeen Scotland

The Promoting for Engineers gross sales coaching handbook
is particularly for engineers, scientists and techies of
every kind – all about how one can growing shoppers for
technical services and products. It is  from a
specialised gross sales coach who has 20 years of
expertise coaching gross sales engineers.

In case your
firm provides technical services or products and also you
have had little or no formal gross sales coaching, this guide
could be very helpful. In addition to the fundamentals for gross sales
engineers, you will discover many attention-grabbing,  technical
gross sales ideas. It is for engineers, newcomers to gross sales
engineering and gross sales managers who desire a supply of
concepts for gross sales conferences and to develop industrial
consciousness for engineers.

Order ‘Promoting for Engineers’

Contents – how one can:

Convert extra enquiries into closed contracts

Resist being ‘squeezed’ on worth

Be extra assured about promoting

Handle your day to unencumber extra time for locating extra
shoppers

Perceive the motivations and needs of your
prospects

Scale back frustration when it doesn’t go your approach

Obtain your gross sales targets

Develop a consultative gross sales course of that works

Construct profitable enterprise relationships

Get referrals out of your prospects

Qualify your prospects successfully

Discover patrons’ ‘scorching buttons’ with highly effective questions

Scale back actions that waste time and power and value
you gross sales

Matters within the Promoting for
Engineers handbook

The significance of
enterprise improvement

The signs of weak
gross sales capacity

Comparability of a
‘sales-led’ versus a ‘product-led’ firm

Ought to we rent a science
graduate and prepare him/her to promote?

The rationale why most
‘techies’ will not be ‘pure’ gross sales individuals

What ‘techies’ actually
take into consideration promoting – the detrimental stereotype

The character traits
wanted for gross sales take your engineers and make them into your
gross sales drive

make an excellent gross sales
presentation

Gross sales engineer abilities

Gross sales fundamentals for
learners

Widespread faults in gross sales
individuals

When your are the
buyer, what do you search for in a salesman?

The ‘ultimate’ gross sales
character

prospect for brand new
enterprise

Prospecting strategies –
mail, telephone, visits, electronic mail, fax, exhibitions, referrals

write an
efficient gross sales letter

What to say on the telephone

‘Qualifying’ the
prospect

Coping with widespread
gross sales issues

Setting appointments

Assembly the prospect –
the gross sales interview

take care of
totally different character varieties

Discovering the customer’s
motivations

The gross sales presentation

The lure of the
pleasant, useful purchaser

Presenting to lecturers
and consultants

Asking for the order and
closing the sale

Gross sales consultant
{qualifications}

Good solutions to
troublesome objections, together with

– ‘It is too costly’

– ‘I am getting different
quotes’

–  We’re proud of
our present provider’

– ‘I need to take into consideration
it’

Coping with ‘troublesome’
patrons

– Dealing with the
aggressive / dominant sort

Widespread causes for lack
of gross sales success – and what to do about them

keep motivated
and get out of a gross sales droop

A refresher for older /
skilled salespeople

Staff administration
rules for Gross sales Managers

win repeat
enterprise.

The explanations for the rise
and fall of firms

The ‘Gross sales Course of Circulate
Chart’

 

The power to advertise an concept successfully makes the
distinction between failure and success in knowledgeable profession.

 

How efficient are you at  producing new enterprise
alternatives?

Do
you exchange most of your enquiries into closed enterprise?

 
Some easy adjustments in your gross sales method can
make a giant distinction,

let me present you.

 

The

‘Promoting for Engineers Handbook’ is
equipped as an digital file in

Adobe Acrobat (.pdf) format
which you print your self.

 When your bank card is permitted you
will obtain an order affirmation through electronic mail and instantaneous entry to
obtain your handbook from the net.

The power to advertise an concept successfully makes the
distinction between failure and success in knowledgeable profession.

How efficient are you at  producing new enterprise
alternatives?

Do
you exchange most of your enquiries into closed enterprise?

Some easy adjustments in your gross sales method can
make a giant distinction,

let me present you.

The

‘Promoting for Engineers Handbook’ is
equipped as an digital file in

Adobe Acrobat (.pdf) format
which you print your self.

 When your bank card is permitted you
will obtain an order affirmation through electronic mail and instantaneous entry to
obtain your handbook from the net.

I assure that you’ll
like my books,

when you do not agree, I’ll refund your cash instantly with out
query.

When you press the order hyperlink beneath you’ll
be capable of obtain instantly.

      

      

Promoting for Engineers

Prospecting for Engineers

Rent a Good Technical Salesman

Create Highly effective Technical Gross sales Literature

Inspire Gross sales Individuals

with out spending some huge cash

Click on right here to order the 5 quantity ‘Promoting for Engineers’ set

 – welche gerade mit dem
Vertrieb eines Produktes anfangen, oder schon laengere
Erfahrungen in diesem Bereich besitzen. Der Inhalt hat
sowohl produktspezifischen als auch
ingenieurwissenschaftlichen Charakter. Es handelt sich um
einen interaktiven Workshop welcher auf wissenschaftlichen
Grundlagen des Verkaufs beruht. Dieses Seminar wird von mir
bereits seit 18 Jahren, auf Deutsch und Englisch, in grossen
und kleinen Betrieben innerhalb Europas und Nordamerika
vorgetragen. Die typischen Berufsbezeichnungen meiner
Teilnehmer sind unter anderem: Gross sales Engineer, Account
Supervisor, Enterprise Improvement Supervisor, kurzum jeder der
berufsbedingt mit Neukunden zu tun hat. 

___________________________________________________________________

Thank You, The handbook
downloaded completely. . . . I might like to have a replica of Prospecting
for Engineers. Thanks in your excellent customer support – you might have
discovered effectively!
Mike Kusch
Director Of Technical Advertising
Sherman Dixie Concrete Industries

___________________________________________________________________

“It takes no time in any respect to understand there are
advantages available from this presentation”.

“Not a jargon-based course”.

John Flett, Mott McDonald.

Enlightening, very informative”.

Allan McDonald, CAN (Offshore) Ltd.

“An insightful look into the gross sales world”.

Tommy Mackay, CAN
(Offshore) Ltd.

In Aberdeen, Scotland, the principal centre for the UK oil and fuel
business, I’ve been proud to work with Efficiency Enhancements, Pi,
who’ve grown from a handful of engineering consultants in a single constructing
to a sizeable group with workplaces all through the UK. Managing Director
Steve Wright believes within the worth of related gross sales coaching, and the
fast development of his firm (lately bought by AMEC) demonstrates
its effectiveness.

Hello, Robert,
You probably did an ideal job AND we had quite a lot of enjoyable. I remembering making our
gross sales guys truly do some telemarketing in the course of the coaching.
We’re doing very effectively, and persevering with to develop.

Click on right here to go to

Seminars, talks and workshops are provided to college students at universities
and technical establishments with out cost or at lowered charges.

Please
contact me for extra data

Feedback from a gross sales coaching session at
Barcol-Air Ltd – Radiant Cooling Heating Methods, Oxford CT USA

“It was useful in
setting up a method to discuss to shoppers / reps so as to have a greater
probability at getting gross sales.”

Suggestions feedback from a

College of Edinburgh Faculty of
Engineering.

Engineering college students
engaged on an train 

“Good enjoyable and informative.”

“The interplay with the
teams and function performs had been very helpful. establish the shopper’s
wants was superb. The workshop was very effectively introduced and
interactive. I’ve discovered loads in a brief house of time. It was
wonderful to have any individual with precise sensible expertise to current
their recommendation on gross sales in a logical and clear method – some professors
ought to attend!!”

“Attention-grabbing workouts saved
the viewers engaged. An ideal introduction to gross sales abilities.”

“Presenter appeared to have an
intensive data of the topic. Good examples, informative notes.”

“I acquired some extraordinarily helpful
hints on how one can go about promoting merchandise in a technical surroundings. .
. the recommendation on displays was very helpful. Thanks very a lot, very
useful certainly.”

“Attention-grabbing logical
method to promoting. . . . . enjoyable and interactive.”

Participant feedback from a Cambridge
College spinout firm.

“Thanks Robert, the session
was very helpful. Thought upsetting. Nice overview, tailor-made to our
wants as and after they popped up in the course of the session.”

Matt – Consulting Engineer

“Helpful workouts and concepts,
tailor-made effectively to our circumstances. Attention-grabbing concepts concerning shopper
focus / self-focus. A number of new concepts. Nicely taught, informative day.”

Participant feedback from SMD, Wallsend, UK
who design and manufacture subsea robotics together with remotely operated
automobiles (ROVs), underwater propulsion and management merchandise.

“Good overview of gross sales
course of abilities.”

“Good refresher on gross sales
administration and strategies.”

“I appreciated the pleasant and
casual supply of the course. There have been a number of new gross sales concepts /
strategies that I’ll use.”

“A really interactive seminar
which acquired everybody pondering and speaking.”

“Clear, easy, simple to
keep in mind factors.”

“Associated usually to our
enterprise – actual world. A helpful overview of the important thing rules and
issues related to technical gross sales.”

“Loved the primary session –
quick tempo, sensible actions, sense of course.”

UCLA Anderson Faculty of Administration, Los
Angeles introduced a half-day

Gross sales Ability-building
Workshop led by Robert Seviour

Suggestions from this occasion:

“The workshop was performed in a memorable & enjoyable approach. The method was
taught in a simple to know approach. The presentation is effectively formatted”

“Presentation was clear,
concise & easy, which made it very simple to observe. Simply the precise
stage for me. It is an ideal intro class”

“The workouts had been very
efficient in solidifying core ideas”

“I appreciated getting the
nice framework for efficiently partaking potential shoppers”

“It gave me a greater
understanding of how one can method shoppers and improve risk of
promoting”

“Clear, easy ideas.
Simple to implement (utilizing function performs)”

“I actually just like the
mini-assignments to assist me perceive the supplies & retain the
data. The content material is admittedly sensible . . .want the workshop was
longer”

“You might be in lots of
conditions the place you’re promoting one thing – particularly your self”

“The define of
presentation components was very useful. The web page with the
‘phrases-not-to-use’ was very helpful”

“I appreciated the mannequin of
instruction, then workouts. It helped make it concrete for me. I appreciated
the project to totally different groups and other people. It helped me get to know
everybody”

“Pricey Robert,
Thanks a lot for giving us such an ideal class yesterday! I’ve by no means
acquired an actual gross sales coaching earlier than and your class actually opened my eyes to
an attention-grabbing subject.”
“What you confirmed us yesterday are actually essence of gross sales observe, and
I undoubtedly wish to overview them once in a while to maintain what
I’ve discovered.
Additionally, be at liberty to let me know whether or not in future you wish to go to
UCLA once more and provides comparable trainings, and I can be very happy to
be there!”

“Robert, thanks for
the workshop yesterday.  I’ve tried that first train – “Attempt to
promote Merchandise X to me” with 3-Four engineers already.  Each one in every of them
began data-dumping the options on me instantly. Thanks once more for
the very sensible and helpful workshop!

Thanks in your nice
promoting workshop yesterday.

College of Edinburgh

 introduced a half-day

 Gross sales
Expertise Workshop

Suggestions from this occasion:

“Thought-provoking, not a prescriptive lecture”

“Simple to narrate materials
to actual world examples. Actual details about gross sales strategies quite
than summary theories”

“Very effectively delivered –
good construction & environment friendly. Relaxed method and pleasurable duties”

“All understood and really
effectively introduced”

“V. informative. Simple to
keep in mind because of a number of examples and good explanations”

“Very pleasant and
casual”

“The workouts that
confirmed the intuitive however in the end flawed gross sales pitch that I used to be utilizing
had been very helpful”

“The issues that had been
lined had been in easy phrases and gave an excellent construction to the
gross sales course of”

“Interactive and entertaining”

“Informative – lined a
lot of elements of gross sales which may be very helpful in an engineering
profession”

“I discovered the workshop helpful and informative. I might suggest it
for ultimate 12 months college students”

“Favored the involvement
elements, time did not drag as there have been breaks and involvement. Actually
good use of examples make it very easy to narrate to”

“Loved stage pitched
at. Interactive stage excellent for me. Discovered loads. Very
informative”

“I appreciated the sensible examples. Plenty of helpful ideas for
speaking between patrons and suppliers”

“Launched me to systematic strategies of gross sales strategies. Will discover
this very helpful. Good to get some workouts as these illustrate factors
very effectively”
 

“A day boot camp of
gross sales methods and mind-set when approaching a possible
buyer”.

From an occasion held at UBC – College of
British Columbia, Vancouver, Canada:

“An ideal crash course for learners and refresher
for knowledgeable individuals”

“Simple to know – very effectively introduced. . . . Actually
helped in structuring the thought course of to focus on in the course of the
promoting course of”.

Feedback from contributors
at an occasion held at Robert Gordon College Aberdeen, Scotland:

Nice course for individuals new to gross sales or if
they want an intensive overview of the fundamental rules”.
Mark Graham, Dominion Expertise Gases Ltd

“Made me assume otherwise about promoting (in a
great way)”. Eric Brechet, Engspire.

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This can be a map of the place the guests to this
web page got here from on 1 Aug 2018 – It appears I ought to open an workplace in East
Coast USA!

Distinction the diploma of curiosity within the USA
in regards to the enterprise of promoting technical merchandise with the extent in different
international locations, (in fact language is an element additionally).

If in case you have learn this far and nonetheless have not
discovered what you need, get in contact – no cost for a chat. I have been in
gross sales and managed gross sales groups for over thirty years, I could have the
reply to your gross sales drawback.

Click here to get Sales training courses for engineers and techies at discounted price while it’s still available…

All orders are protected by SSL encryption – the best business customary for on-line safety from trusted distributors.

Gross sales coaching programs for engineers and techies is backed with a 60 Day No Questions Requested Cash Again Assure. If inside the first 60 days of receipt you aren’t glad with Wake Up Lean™, you possibly can request a refund by sending an electronic mail to the tackle given contained in the product and we’ll instantly refund your total buy worth, with no questions requested.

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