Selling for Engineers One-day Seminar Edinburgh Wed 3rd September 2003 Gatwick Thurs 25th September 2003 Amsterdam Fri 3rd October 2003 Belfast Wed 8th October 2003 Dublin Wed 15th October 2003 Boston Wed 29th October 2003 Chicago Mon 2nd November 2003 Dallas Thurs 6th November 2003 San Jose Wed 12th November 2003 Seattle Fri 14th November 2003 Denver Thurs 20th November 2003 Toronto Tues 25th November 2003 The Selling for Engineers seminar is a good introduction to effective sales principles for people who are new to selling, and also a useful refresher for 'old hands'. It applies to selling both technical products and intangible services. Many Sales Engineers have been learning the technical skills of their job for years but have had little formal training in selling. This course helps correct that imbalance. Typical job titles of delegates: Sales Engineer, Account Executive and Business Development Manager. Fee for this event is £300. Telephone Sales Prospecting for Engineers One-day Workshop Leeds Mon 22nd September 2003 Belfast Thurs 9th October 2003 Dublin Thurs 16th October 2003 This event is a practical workshop teaching people in technical companies how to find new customers on the phone. It is applicable to business development for both tangible products and intangible services. The first session addresses whom to target, what to say and how to handle problems. The remainder of the day consists of live sales calls with coaching from Robert Seviour; the objective being to give delegates some positive experiences of prospecting, make sales appointments and maybe sell something! Please note that this telephone sales prospecting event is restricted to a maximum of six delegates to permit individual coaching. Fee for this event is £300. Closing Techniques Workshop Half day workshop Edinburgh Wed 4th September 2003 Birmingham Fri 19th September 2003 Leeds Tues 23rd September 2003 Gatwick Fri 26th September 2003 Belfast Fri 10th October 2003 Dublin Fri 17th October 2003 Boston Thurs 30th October 2003 Chicago Tues 3rd November 2003 Dallas Fri 7th November 2003 San Jose Thurs 13th November 2003 Seattle Mon 17th November 2003 Denver Fri 21st November 2003 Toronto Wed 26th November 2003 What if the customer says: " " 'It's too expensive' " " 'We're happy with our present supplier' " " 'I want to think about it' Can you handle these common objections? By far the most efficient way to be more profitable is to turn more of the enquiries you receive into paid orders. For this, the ability to resolve objections is critical - either you close or you lose the sale. And if you answer 'How much discount will you give me?' with: 'I'll ask my boss', you waste profit, which could be yours with a better reply. In only half a day I will teach you techniques which overcome these objections and more. You will be able to use them immediately to win profitable orders. There is no need to lose business to your competitors or give big discounts. The price for the workshop is low, only £145. If you have never had any formal sales training or need a refresher, don't continue to work at a disadvantage. Reservations and information Please contact Sue on: Tel: +44(0)1481 720 294 Fax: +44(0)1481 720 317 E mail robertseviour at totalise.co.uk or reply to this email with the subject "Send info" If sales training is not an issue for your company please reply to this email with the word "DELETE" in the subject line. We will remove your details promptly. ++ Ascend Users Mailing List ++ To unsubscribe: send unsubscribe to ascend-users-request at bungi.com Archives: http://www.nexial.com/mailinglists/