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What
You Will Learn.
Advanced Communication
Strategies and Tactics
- Strong
Contracting.
- Leadership
- Controlling
a group through Presence
- Relationship
management
- Impact of
Corporate Culture
- Internal
communication strategies
- Disarming
the upset customer
- Effective
telephone communication
- Effective
e-mail communication
Sales Strategies
- Analyze your
buyer's decision strategy
- Advanced
Role Playing - play all 3 roles, buyer, seller, observer
- Strategic
relationships in selling
- Team selling
- Corporate
sales strategy
- Managing
complex sales cycles
Negotiation
- The basics
of negotiation
- Positional
negotiation
- Principled
negotiation
- When and how
to use each type of negotiation
- Rules of
negotiation
- Tactics for
negotiation
- Practice
Role-playing
TOPICS
COVERED
Benchmarking, Leadership, Presence,
Selling a group, Buying strategies, Selling strategies, Negotiation
strategies, Importance of Corporate consistency and strategy, Decisionmaking,
Who Should Attend?
Senior technical professionals who spend a good portion of their
time dealing with internal and external customers, and who are
responsible for delivering business results. This audience includes:
- Engineers and scientists
- Engineering managers
- Chief Technical Officers
- R&D
managers
- Project managers
- Senior sales personnel
- Sales
managers
- Corporate directors and managers
- Senior manufacturing and finance
personnel
Information.
Attendance Limitations and
Liability: These
sessions are currently only condusted
in-house at corporations. We do not have public sessions. We
occasionally have seats available where you can audit a session.
Please call for information
Certificates: Certificates of participation will be
awarded to those who complete the course.
Travel & Accommodations: Unfortunately, it is we who are traveling
for this one. Please try to schedule your session in a nice place.
Schedule: The course is 2 days long. Again, it is
your schedule.
Faculty: Instruction
for this course is provided by our training staff. The senior members
of this staff include:
Laura Hyde is a
Director of Morgan Group, and heads the Morgan Training Division,
Headquartered in Yorba Linda,
CA. Ms. Hyde has degrees in education and psychology, and has 25
years of experience in technical sales, and sales training. Ms. Hyde
is a frequent speaker on the issues of effective communication and
selling skills.
Leslie M. Gray is a lecturer at MIT in the Department
of Ocean Engineering, and teaches Entrepreneurship and Business Plan
Crafting. Mr. Gray is an engineer and entrepreneur, who in 1980
started the firm Airflow Research and Manufacturing Corp. In addition
to teaching at MIT, Mr. Gray is a partner of the Morgan Group,
consults to technology driven businesses and serves on the boards of
startup companies.
Fee: Please call for a quotation. Our
in-house courses typically cost about $500 per student-class-day.
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