- Technical Sales is more complex than most other sales processes
- You have clever products and services to sell and not everyone really understands how they work. But you know.
- The technical people in your team are highly talented. They understand how your products and services work.
- But how do you find more customers for your specialist products and services?
- You know you can help a lot of people – but how do you convince them that what you have to offer is really what they need?
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We can help. Our one-on-one training and in-house workshops are specifically designed for technical businesses providing technical services or products. We help you find more customers, convert more enquiries into sales and keep customers coming back for more.
Browse our most popular courses outlined below then book your free 30 minute strategy session so we can tailor a bespoke training programme for your specific needs.
Filling the Funnel
2 hour tailored one-on-one training suitable for technical businesses wanting to attract new customers. Sessions are tailored to cover any of the following marketing skills:
- Market research
- Selecting target markets
- Competitor Analysis
- Competitive Advantage
- Setting marketing budgets
- Choosing and planning promotions
- Selective lead generation
- Pricing strategies
Steps to Technical Sales Success
1/2 day tailored in-house workshops to cover any of the following technical sales skills:
- Defining and enhancing the sales process
- Understanding Technical Sales methodology
- Finding new customers through vertical and horizontal growth
- Turning bespoke solutions into commercial products
- Pre-sales preparation essentials
- Face-to-face sales know-how
- Research and discovery skills in the sales process
- Winning quotes and proposals
- Removing barriers and closing the sale
- Post-sales service essentials
Business Opportunity Spotting
2 hour tailored one-on-one workshop designed to increase sales with existing customers.
- Identifying cross-selling and up-selling opportunities
- Range extension to meet customer demand
- How to create sales from technical service visits to customers
Raving Fans
2 hour tailored one-on-one training session to cover any of the following skills:
- Creating strong relationships with customers
- Increasing customer loyalty
- Understanding Net Promoter Score
- Selecting customer satisfaction survey methods
- Creating strong relationships with suppliers, community and other stakeholders
- How to increase referrals and grow the business
- Understanding ‘Moments of Truth” and how to manage them to enhance sales prospects
Get to the Point
1/2 day tailored in-house workshop to cover any of the following customer communication skills:
- Clear and persuasive written communication
- How to present technical information in a customer-friendly way
- Clear and persuasive verbal communication
- Do’s and Don’t s of “talking technical” to make it meaningful for the customer
- Technical service and sales skills over the telephone
- Overcoming telephone phobia to enhance customer relationships
Amplify the Comfort Zone
1/2 day tailored in-house workshop to cover any of the following customer relationship skills:
- Interpersonal skills to grow customer relationships
- Professional image and body language training to grow sales confidence
- Understanding buyer behaviour
- Understanding your strengths and style
- How to turn your strengths into benefits for the customer
Crowd Survival
1/2 day tailored training session for technical businesses attending conferences or networking at business functions. Covers the following skills:
- How to prepare for networking
- Understanding your Unique Selling Proposition
- How to overcome the fear
- Strategies to cope with a large crowd environment and maximise the value of attendance
- Do’s and Don’t s of what to say, eat and drink
- Selecting follow up methods that work
Design to Delivery
2 x 2 hour tailored one-on-one training sessions designed for technical businesses that design and build products or software specifically to meet customer specifications. Sessions cover any of the following project management skills:
- Creating and documenting robust systems for project management that are reliable and repeatable
- Building continuous improvement into procedures
- Building communication control into projects to ensure all stakeholders are informed as parameters are changed or project milestones met
- Closing the loop to ensure technical operations have the same vision of the outcome as the customer expects
- Minimising risks through communication check points during the design and build process
- Communicating with the customer on consequences of shifting goal posts
- Identifying “What if” scenarios and conducting analysis and testing
- Contingency planning to avoid cost or performance pitfalls
Technical Service Templates
2 hour tailored one-on-one workshop designed for businesses where technical service people interact with customers. The purpose of this workshop is to
- Improve operational efficiency
- Document “in head” procedures to be utilised as training tools for staff and to give customers a consistent positive experience
- The templates created enable technical service staff to communicate effectively with customers and uncover future needs that will lead to increased sales and business growth
Stand Out in NZ
- 1/2 day tailored in-house workshop for businesses planning to exhibit at a Trade Fair in NZ.
- Trade Fair research and preparation
- Understanding objectives
- Preparing and building check-lists for material, contacts, promotions, systems and staff
- How to attract the right visitors to the stand
- How to engage with visitors
- How to maximise conversion rates of visitors to sales
- Prioritising leads and follow up
- How to meet time deadlines
- Optional 2 hour coaching session after the show to maximise lead conversion
Use Your Yo-Yo
1/2 day in-house training session for Businesses where Managers or team members may face rejection in their work. Suited to any business with customer-facing roles. Session provides:
- Resilience tools to bounce back from disappointment and rejection
- How to grow mental toughness
- How to manage stress, “keep your hair on” and remain productive during tough times
- How Managers can maintain positive morale in the team and encourage people who need assistance
Anti-Competitive Practices NZ
1/2 day in-house training session for technical businesses to ensure they understand and follow the rules of the Commerce Act.
- Learn what to say and what not to say to competitors
- Create company guidelines for sales and service staff to ensure they follow the requirements of the Act
- Know how to collaborate with competitors on projects and joint ventures and still remain within the law
- Understand how to avoid price fixing when determining price strategy
- How to avoid breaking the rules when tendering for projects