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Seminars: Entrepreneurship
& Intrepreneurship:
Effective Sales, Communication, and
Negotiation for the Technical Professional – Selling yourself and
your ideas
Studies of the "best practices" of successful businesses
reveal a strong correlation between achieving superior business
performance and being leaders in communication, sales, account management
and customer service. Successful businesses are discovering that everyone
has to "sell", whether it's selling an idea or your capability
internally, within the company, or selling a product or service
externally, to customers.
For technical enterprises this can create a significant challenge.
They often find that their technical professionals have outstanding
technical expertise, but are unfortunately lacking in the necessary
"soft skills" -- communication, sales, negotiation and customer
service skills-- to be effective in the business development arena.
Fortunately, this is not usually due to lack of ability in these areas,
but rather a lack of training. This course focuses on the fundamentals in
the areas of communication, sales and negotiation that are necessary to
be an effective "business developer".
Unlike traditional sales training courses which may appear to advocate
"manipulative" techniques, this session promotes a
consultative, "win-win" approach to sales and business issues
in general, designed especially for technical professionals. Participants
will acquire a set of tools to facilitate effective communication. By
learning effective questioning, listening and communication skills, our
clients dramatically improve their confidence as well as their
credibility and effectiveness with customers and colleagues. that get people to say "yes".
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Course Objectives:
- Equip technical personnel with basic
communication, sales, and negotiation skills to communicate
effectively with customers and colleagues.
- Help develop the strategies and
techniques necessary to better recognize and control selling
opportunities
What You Will
Learn.
Communication Strategies and
Tactics
- How to listen effectively.
- How to avoid assumptions and
confusion.
- How to effectively deal with clients
or colleagues questions and objections.
- How to leverage your personality
characteristics in communicating with others.
- How to listen more and talk less.
- How to get colleagues and customers
to make and keep commitments.
- Questioning strategies to uncover the
truth about where your colleague/client stands on an issue.
- How to get decisions to move ahead,
to say Yes or No.
Sales Fundamentals
- Understanding the Sales Process.
- Overcoming the stigma of sales.
- How to deal with the pitfalls of
traditional selling.
- How to be comfortable in every
situation, staying "OK" in "not-OK"
situations.
- How to overcome fear of rejection.
- Knowing how and when to use technical
knowledge, expertise and information.
- Understanding and identifying sales
opportunities: the needs, wants, problems, and motivating factors
for action.
- How to help internal or external
prospects discover they need your idea, product, service, etc.
- Controlling the selling process
knowing what is going to happen next.
- How to differentiate yourself from
the competition.
- How to deal with self-imposed
limitations.
Negotiation Fundamentals
- How to deal with "No".
- When to give up on an opportunity.
- How to get colleagues/clients
comfortable enough with you to open up.
- Identifying and eliminating potential
problems up-front.
- How to create a process of mutual consent.
TOPICS
COVERED
The Buying/Selling
Process * Communication Strategies & Tactics * Identifying Problems
& Priorities * Dynamics of Human Relations * Establishing Rapport *
Communication and Sales* Getting Committments
and Decisions*The Psychology of the Sale
Course Format
The material is presented in a manner to facilitate the process of
learning from the initial phase of understanding (knowing) a concept,
to the advanced phase of applying (owning) it. Much interaction is
encouraged, with participants having an opportunity to discuss and
practice specific techniques. Industry specific examples are cited to
assist with the application process. Role playing of actual situations
is included. Course materials are provided for each participant.
Who Should Attend.
All technical professionals who spend a good portion of their time
dealing with people--whether it's internally with colleagues, or
externally with customers. This audience includes:
- engineers/ scientists
- project managers
- sales personnel
- directors and managers
- manufacturing and finance personnel
- other professionals who want to
improve their "business development effectiveness"
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
technical sales training. Ms. Hyde is a frequent speaker on the issues
of effective communication and selling skills.
Leslie M. Gray is a past lecturer at MIT in the
Department of Ocean Engineering, and at the Entrepreneurship
Center of the Sloan School. Mr Gray teaches courses
and seminars on Effective Communication, Entrepreneurship, and Business
Plan Writing. 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.
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Morgan Group LLC /
617 592-8379 V / 401-254-9684F
lesgray@morganllc.com
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