..and before your competition seize the opportunities!
UK Based (with global delivery face to face, online, and via a self-directed elearning platform)
Your clients want to buy. And your customer facing engineers can sell. No matter their level, engineers can learn to help customers buy more of their solutions in a way that your customers value, respect and engage with.
Scroll down for more on our sales training for engineers programmes.
If you have engineers in your team who you think could be selling better, you’re on the right page. If you have ‘sales engineers’ you want to support, click here for a programme tailored to them.
Mark delivered an outstanding two days of sales training to my technical team. It’s made a tremendous difference to how they approach the sales environment, and more importantly how a number of them have taken ownership of their own development.
Pete Short
Technical sales manager, Apple, Australia
Why invest in sales training for engineers?
When you’re not training, someone else is. And when you’re not selling, your competition is!
Customer facing engineers might not have chosen their career to sell. But they face numerous opportunities to connect more value to their clients. And their clients are waiting to buy.
Do your engineers maximise these opportunities?
Or do they leave them for your competition to scoop up and win?
Your engineers can learn to engage your clients in high-value, structured sales conversations comfortably, and confidently.
When you’re not training someone else is. And when you’re not selling, your competition probably is.
You earn the advantage by getting your engineers trained and selling.
Working with Mark, the results speak for themselves. Just months in we have increased our gross company profit by 18% through Mark’s specific work on selling based on creating value.
Sam Matharu
Head of Business Development, Building Materials Nationwide Ltd, UK
Six benefits to your business
more sales
Ultimately, your team will be in a position to increase sales
valued more by clients
Clients value and respect them more as they proactively solve business challenges and grow the client’s business
opportunity creators
They not only deliver what clients want, but they bring opportunities to their client’s attention
“business engineers”
The technical blinkers are off, as they become ‘business engineers’ with entrepreneurial and commercial mindsets
more engaged and confident
Individuals feel stronger, more responsible, more confident and in control of their role
stronger communicators
Better at conversations, presentations, negotiating, and leading others to make impactful decisions
Diagnose yourself:
If these apply to you, we should probably be talking.
You have customer-facing engineers (or are one yourself looking for support – read on)
You think your business could provide more value to more customers (aka sell more!)
You would like to lead and grow a stronger team of proactive customer-focused engineers
Your engineers want to learn how to increase their value to customers (whilst also improving important life and career skills)
You would like to get things moving now because you’re leaving opportunities, money and clients on the table
You value a solution designed and delivered by an engineer turned technical sales consultant who understands engineers
You have budget to invest in your engineer’s sales capabilities
Professional consultative engineers wear two hats: 1. an engineers hat (to create value) 2. a commercial hat (to connect value) to customers.
These highly-respected ‘business engineers’ learn to see value through their client’s eyes. And they know how to connect more value and drive growth of existing and new clients businesses, as well as to their own business.
These engineers stand out. And as their value grows, the value they get back in their career and life grows too.
Best of all, the commercial and sales skills they support customers with are learnable.
They just need the desire to learn and be connected to a respected, sensible, efficient approach to learning such skills.
To launch your own team of ‘business engineer’s, hit the button:
Get all our content online in bite-sized videos with worksheets, and tools, 24/7 at the point of need. A low cost option, and we have a free ecourse too.
Our sales training for engineers programme is ideal for engineers at any level to improve their sales capabilities, performance, results and rewards. It is designed and delivered by a former engineer turned sales improvement specialist, who learned that any technically minded person can learn to sell highly effectively if they are willing to learn. The programme addresses resistance to selling (it’s common for engineers to have an anti-sales mindset) and helps engineers to leverage their own styles, values, and problem-solving approaches – as well as developing new ones – to sell ethically, consultatively and successfully. This programme has been delivered to engineeers and employees from board level, senior and experienced, right down to graduate engineers, new starters, engineers in leadership, sales engineers, solutions architects, systems engineers, technical sales engineers and pre-sales and has consistently produced excellent feedback and results.
What’s covered in our sales training for engineers programmes?
Following an exploratory conversation with your senior leadership, the program is designed to directly address your specific challenges and roadblocks to better sales results.
Our sales training for engineers programme could cover skills, knowledge and behaviours from any of the following list (and more)
– Creating the desire to learn to sell – Commercial/business awareness (“The 1 hour MBA for engineers”) – Making the technical sale (vs the commercial, operational, financial sale) – Re-engineering your mindset with professional sales capabilities – Essential BD 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 – Becoming a more entrepreneurial engineer – Managing your time to wear the ‘BD 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 – Presenting solutions that create buying-drive and get decisions – Handling the money conversation – Closing professionally
Who is the sales training for engineers programme delivered by?
The programme 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 sales problems which they tie to real results. Read more about us here
Where is the programme delivered?
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.
How long is the training?
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.
What are the next steps?
We don’t work with everyone. We work with those we genuinely believe are in a position in which we’ll be able to get results with. The best way to determine that, is together over a conversation. You can get in touch, or if now’s not the time, consider signing up to the FREE e-course ‘Engineers Can Sell’ to begin making progress – both buttons are below. You can reach us here
The more you sweat in training, the less you bleed in battle.
