Training Programs

"I Hate Selling" Sales Training

A custom-designed, comprehensive and HOLISTIC business development training program for business professionals who hate to sell, but need to.

Overview

Business Professionals such as Pre-sales Consultants are an integral part of your sales team and play a crucial role in assisting the Business Development Managers and Account Managers in winning deals.

Their presentation skills, along with the ability to understand clients' business challenges and articulate how your products and services can solve these challenges, determines whether a prospective client continues to work with your company at the very early stage of the selling process.
During the sales cycle, a presentation, or more often a series of presentations, will have to be delivered by a pre-sales consultant. Each presentation is a milestone to reaching your final objective - winning the deal. They are a lot more than merely reciting a plethora of technical facts and figures or simply delivering a speech based upon PowerPoint slides.
The performance of your pre-sales consultants during a presentation adds credibility to the service delivery capability of your organisation. It will impact on a prospective client's decision as to whom they will work, and should they choose your company, it will determine the quantity of business and services your organisation will generate from them.
This program is specifically designed to equip your pre-sales consultants with proven winning strategies in human science and performing art. It will teach them how to truly capture an audience at every presentation and "seal that deal".

Who Must Attend (people who HATE to sell)

Pre-sales engineers and consultants
Implementation engineers
Service Support engineers and managers
Project managers
Professional sales people
Everyone in your organization who deals directly with clients on a daily basis

Expect These Results

Participants will learn how to:

Create winning proposals in person
Create a powerful opening to a presentation
Diagnose and distinguish different personality types
Align the presentation strategy to the audience, company background and industry
Select appropriate visual aids and use them competently for maximum emphasis and clarity
Recognise the pitfalls and mistakes commonly made by presenters
Handle difficult questions with skill and confidence
Deliver impromptu presentations to deal with unexpected situations
Apply vocal and visual techniques to enhance the impact of a presentation
Work effectively with BDMs/AMs and within a sales team
Negotiate "Win-Win" with clients
Deal difficult clients and resolve conflicts
Manage time effectively
Deliver 1 minute elevator speeches regarding your company overview, personal skill sets, company specialization and differentiation
Deliver a 10 -15 minute stadium presentation
Ask open ended questions for the selling of increased amount of PS into your existing customers and new prospects
Feel more energized, refreshed and focused

Top 8 reasons why invest in your most valuable assets in your organization

Dramatically increase your revenue and profit from existing clients
Your engineers and project managers can be your best account managers, because they spend more time with your clients than anyone else in your organization. It is often the relationships between your engineers and the clients that determine how profitable you will be in this account.
Do your engineers capitalize on opportunities to strengthen your relationship with clients? Do they know how to identify potential business opportunities in your existing accounts? Do they proactively work with your Business Development Managers to realize these opportunities?
Increase overall client account control
Your engineers' knowledge of your professional services products and their professional image and consultative style will establish your company as a trusted adviser to your client. It puts you in a position where your competitors find it difficult to compete. It gives you increased control over the account for future repeat business and fends off competitors.
Do your engineers get involved in account planning and actively work with your clients to better understand their requirements now and future?
Win more new clients and quality referral business
From your clients' point of view, your engineers and project managers are often the key differentiators in a competitive situation. Most astute clients will want to talk to the engineers and project managers with whom they will be working before they award you a contract. Therefore, the presentation skills of your engineers are paramount. If the CEOs, CFOs and IT managers of your clients feel confident and comfortable with your engineers, they are more inclined to entrust your company with your entire IT department.
Your salespeople will open the doors for you, but your engineers and project manager will ensure that you get in and stay in the account.
Build your company brand
Brand equity is equally as important as your cash flow in the long run.
Do all your engineers know your company's full capability? Do they know your company's differentiation in the market place? Do they consciously talk to your clients about it? How do they portray your company image in your clients mind? Are they consistent with what you have in mind? If they don't do it consciously, they will do it unconsciously anyway. The Winning Edge Presentation program will give you the peace of mind that your engineers are presenting your company in a consistent and positive way.
Reduce staff turnover
A recent study shows that when an employee leaves, it costs the company between 30-200% of their annual salary in rehiring and retraining.
The No. 1 reason why IT people leave their jobs is because they feel indifferent and are not growing as a professional. People want to feel that they are part of something grand and they are empowered to make a difference. This training program will make them more aware of your company's objectives and the invaluable role they play within the company. It will allow them to excel with newly acquired skills.
Build a winning team
Staff feel more loyal to the company when you invest in them. It makes them feel that they are valued by the company. The program will give them renewed enthusiasm towards their work.
Double your sales effort without the outlay
What would happen if you doubled your sales team? The sales would most probably double. However, most companies are not in a financial position to double their sales force.
It is more effective when an engineer "sells" to an engineer than a sales person.
This is not a sales training program. It is not designed to turn engineers into sales people. We will show them how to "sell" without selling and how to get results by building relationships with the people they are already working with.
Provide first class customer service
Quality service is something that everyone talks about, yet few people deliver. Clients yearn for quality service and most are willing to pay a premium to receive it. The interaction with your engineers contributes a major part of the clients' perception of the quality of your service.
Make service everyone's job, especially your engineers' responsibility, because quality service differentiates you from your competitors and will always bring clients back for more.

To find out more about our training programs and services, please contact us (02) 9411 1345 or email us at info@qec.net.au

First name:
Last name:
Email:
How did you hear about us?