Sales Engineer Training Program

Following a collaborative exploratory conversation with your senior leadership, the program is tailored to be highly relevant, interesting and high-impact to equip your team to maximise their technical sales performance.

The program could cover skills, knowledge and behaviours from any of the following list (and more - get in touch to discuss).

• Increasing the desire to learn to sell
  
• Commercial/business awareness ("The 1 hour MBA for sales engineers" or "how to think and talk business!")
  
• Making the technical sale (vs the commercial, operational, financial sale)
• Re-engineering your mindset with professional sales capabilities
• Adapting communication to suit each buyer
  
• Essential sales capabilities and how to acquire them fast (a crash course on 'accelerated learning' of sales capabilities)
• Clarifying the value of your own contribution to the business
• Introducing yourself in a way that maximises sales
  
• Becoming a more entrepreneurial sales engineer
• Managing your time to wear the 'sales hat'
  
• Finding and qualifying new prospective clients and opportunties
• Reaching out to prospective clients
• Engaging clients in high-value structured business conversations
• Networking for engineers, introverts, extroverts and other personality types
• Earning and building trust and respect, fast
• Understanding the full sales and buying process relevant to your business
• Knowing what questions to ask, and how to ask them
• Problem solving in collaboration with the decision maker
• How to influence with integrity
• Managing risk to the deal
  
• Product demos and presenting solutions that create buying-drive and get decisions
• Handling the money conversation
  
• Closing professionally
  

Many courses have claimed to use 'accelerated learning' principals thinking it just means 'interactive'. It means much more than that. Accelerated learning isn't a process, but an outcome.

Our secondary mission to helping sales engineers improve how they sell is to help them do so in the fastest time possible.

Why are we qualified to do that? Because for years, we ran a successful accelerated learning consultancy, bringing surprisingly powerful and overlooked learning techniques to large corporates.

This straight-line approach to performing effectively in sales makes best use of your resources whilst getting you results as fast as possible. But it needs your help and understanding to collaborate on the solution.

If you want a silver bullet to improve sales, you won't find that. But we can help your sales engineers improve sales in the most efficient way possible if you partner with us. (Ask us how!)

You may also wish to learn more about the mix of our approaches to help technical and non-sales people learn to sell:

Sales coaching for engineers

Sales training workshops for engineers

Sales consulting services

Train the trainer - continuously improve sales performance internally

Our sales training online course for just-in-time video based learning at the point of need

The program is designed and delivered by Mark Moore, Director of Excelerated Performance Ltd.

Mark is an ex-engineer who spent his childhood and teens studying 'accelerated learning' approaches to make learning faster, easier and more enjoyable.

He graduated from the University of Warwick with a degree in Engineering and Business Studies and soon after set up a business to help large organisations benefit from faster, more effective approaches to learn new capabilities.

Since he realised he had inadvertently become a sales professional (by selling his own services successfully to large organisations including National Grid, ISS, and Macquarie Bank amongst others), he decided to point his accelerated learning, facilitation, consulting and coaching skills to help other technically minded engineers to make the same transition, which he has done in Australia and the UK since 2009.

Mark has the ability to not just teach the unlikeliest of people how to sell but rather relate directly to them and help them learn how to sell in the fastest way possible.

As a result, they don't 'sell' to their customers, but rather 'help their customers to buy in the way that they want to buy'.

How? By helping them understand the shortcuts and techniques most desirable to learn and most likely to work based on their existing strengths.

Mark relates well to technical people who are challenged with stretching their sales behaviours and mindsets. His workshops help them acquire the tools and options that make sense to them. It focuses on the top 20% of activity that tends to get 80% of their results. It is highly practical, actionable, and highly interactive. Attendees are not 'taught' but rather challenged to think and solve real life technical sales problems which they tie to real results.

Read more about us here

The program is usually delivered in-house at your offices (The UK or internationally) or at an offsite location of your choice. Basically, Mark comes to you.

It totally depends on your objectives and requirements. We can provide short workshops, but don't recommend them without coaching support to embed what has been learned.

We can diagnose, design and deliver a learning experience for you, but transference of skills to the job would be fully down to you and your people. And experience in the world of training consistently shows that people default back to old behaviours.

If you want a result, and to make your investment count, we strongly recommend being alongside you right through to seeing results.

We strongly recommend that you download our guide "10 Conversations to Have Before Buying Sales Training" here which is written to help you think through an approach that will work. Or just call us.

1. Download any of our helpful guides so that you make the right decision for your organisation

2. Or just get in touch with us here. An initial chat will help us determine what you'd like to make happen and how that might look. In just 10 minutes we can both decide if there's fit and whether it's working talking further or not. We can also answer any questions you have and suggest what you should be thinking about.

3. We typically have one or two more conversations with you depending on the scope of the project before suggesting an outline of ideas that we think will work for you. We then discuss these and at this stage offer a full diagnosis so that we propose a programme that fits (and we'll help you see why that is), or we can include the diagnosis in the full proposal.

You can reach us here.