There is no faster and easier way to increase profitable revenue than using your technical people to help sell your offerings. Research and experience proves that nothing works better or quicker. Effectively done, selling your existing customers more of what they need enhances customer relationships, drives customer loyalty, and can help create competitive advantage. This is powerful stuff!
Because selling is essential to any organization’s success, Alexander Consulting has developed a highly interactive, field-tested workshop built upon best practices, core benchmarks, and lessons learned, supported with practical easy-to-use tools for your technical talent.
This time-proven workshop gets selling results. Our action-packed, roll up your sleeves two-day event is designed with one goal in mind: to help you and your technical talent sell more, profitable revenue. It is chock full of relevant information, practical tools, and straightforward techniques for both the seasoned and the less-experienced technical person. Participants will gain practical and proven knowledge and skills, relate these concepts to their own reality in group exercises, and practice using new skills and tools in relevant role plays and exercises.
Participants will leave the session energized with what they have learned and confident in their ability to implement it. The end result is more, profitable business.
Whatever their title, this workshop is specifically designed for all technical people who interact with your customers—from pre-sales to sales to post-sales service and support. Typical roles of participants include consultants of many varieties, account managers, project managers, field and phone support personnel, and technical experts in various technologies and/or products. Each and every person who touches the customer needs to have a role in helping to sell new business. To increase the impact of this training, many organizations find it valuable to send multiple personnel to this learning event.
(Click Here for a Complete Agenda)
Below is a small sample of the material covered in this “must attend” workshop.
- Why Technical Talent Sells
- Influencing with Integrity vs. Manipulating for Personal Gain
- The New Expectations of Technical Talent
- The Value to the Customer, the Company, and You
- The Evolution of the Role of Technical Talent
- The Technical Talent Continuum
- The Six Business Development Roles of Technical Talent
- Helping Factors and Hindering Factors to Helping You Help Your Organization Sell More
- Building Customers for Life
- What Trusted Advisors Do that Others Don’t Do
- The Six Trust Builders
- Ways to Increase Your Business Acumen
- Personal Action Planning
- The Three Types of Buyer Personalities and How To Deal With Them
- Barriers to Listening
- Tips to Active Listening
- The 4 I’s Probing Strategy
- Creating Feature-Benefit Profiles for Key Offerings
- Dealing Effectively with Resistance
- Three Types of Commitment Strategies
- Gaining Commitment
- Preparing and Planning for the Selling Conversation
- Practicing High-Potential Scenarios
- Determining Low-Hanging Fruit and How to Implement Easily
- Highlights from Our Groundbreaking Trusted Advisor Study
Plus … 13 Proven Tools and 21 Exercises to make sure the knowledge sticks!
Attendees Also Receive:
- Signed copy of S-Business: Reinventing the Services Organization
- Personal phone follow-up coaching session
- All training materials (hard and soft copy)
Jim Alexander
You will learn from Jim Alexander, founder of Alexander Consulting, and a technology services industry expert with a unique and ideal background as the leader of this workshop: award winning performance as a seller and sales manager, doctorate in helping people and organizations learn faster, industry consultant and coach to business executives helping improve services business performance, and over 24 years designing and implementing sales training systems that drive results.
Jim has helped more than 70 companies improve their sales performance through consulting and training. In addition, he has authored or co-authored over 80 articles, three white papers, five research reports, and two books and has given speeches and workshops in 15 countries.
Jim served as the U.S. Department of Commerce's e-business subject-matter expert for the four-year duration of the Inter-American E-Business Fellowship Program. In addition, he was selected as the services pundit for IBM Global Services 2003 Headlights Program. Furthermore he was AFSM International's vice president of professional services for seven years. Early in his career, Jim won awards for top selling performance at both Upjohn and Xerox Learning Systems.
Jim is well known as a powerful presenter—over the last 14 years participants of his workshops have consistently rated their satisfaction level at or above 4.7 out of 5.0.
www.alexanderstrategists.com/sellingskills
By phone: 239-283-7400
Via email: info@alexanderstrategists.com
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The Facilitator
