SALES FOR NON-SALES

engineers, technical teams, and consultants

Why invest in this?

Everyone sells. Whether they realise it or not. We all help each other to ‘buy in’ to various ideas. And make decisions that put ourselves in better positions. And we can all learn to do it better. In fact, in business, it’s your ‘non-sales’ customer facing people who are your secret weapon. Train and deploy them intelligently, and your business gains a sharp edge over your competition.

Your non-sales people can amplify your sales, confidently, and comfortably. They just need to understand the benefits of doing so (to them in their career, and life) and then learn how. And both of these are learnable.

Who is this for?

Non-sales customer-facing teams
Engineers
IT professionals
Consultants
Business owners
Scientists
Subject matter experts
Project managers
R&D teams who need to get ‘buy-in’

Do you need this?

The more of the symptoms below that you notice, the more you can improve across your team. Click on the symptom to see how we can help.

Your people meet clients but don’t spot new opportunities

They don’t ask the right questions to expose deeper or broader pains and needs that your business could add value to. And they don’t proactively engage and suggest other services and solutions that the customer might benefit from. We can help you map out how your buyers make their buying decisions, what typical challenges they face that you can add more value to, and how to question and probe to expose them, capturing more value and sales in the net.

Clients sometimes seem confused by what you do

Your people might be using too much of your own language and jargon, and not having enough empathy to realise that customers won’t understand it like you do. There might be too much ‘telling’ (‘telling’ is not selling!) and sharing of features or technical details, rather than tapping into the customers world and seeing the problem they face from their eyes. Then helping them to understand what they need to understand to fix the problem with your solution. And your people might not be checking in to ensure that customers understand. Perhaps your people need to understand how to simplify complex ideas better. All these things are learnable and we can show you how.

Your people don’t initiate contact enough

Often customer-facing people aren’t as customer-facing as they could be, hiding behind emails, and texting rather than getting on the phone or getting in front of them. And non-sales and technical people can have a tendency to be reactive with customers rather than proactive. They might not see their role as having a client-engagement component. And confidence is a major reason too. A feeling of being a nuisance rather than a knight in shining armour who can add value can be the problem. But often customers want to know that someone has their back. They want an intelligent provider who’ll work hard to strengthen their position. They value that. We can help your people find ways to become more confident and clear about how, when and why they should reach out proactively in a way that maximises potential value to customers.