Back To Workshops

DESCRIPTION
As our business environment becomes increasingly sophisticated and technical, it becomes more and more difficult to communicate the benefits of our products and services to the decision-makers. This highly interactive workshop helps technical sales professionals meet the challenge of selling to high-level management and committees. Years of research confirm that as products and services become more expensive and sophisticated, traditional sales techniques become less and less effective.

OBJECTIVES
This workshop develops communications skills that will help sell sophisticated, high-investment products and services. By consulting with silence, sales professionals learn to discover solutions with their customers and build long-term partnerships, rather than just trying to sell hardware and software. Learning this new approach to sales, supplemented by time-tested techniques from the greatest minds in this specialized area, will turn up the power of the high-tech sales professional. The fundamental objective of this workshop will be transforming a complicated sales process and to make it simple, easy and more effective.

EVALUATION TOOLS
Essential to this specialized program is setting the goals for the workshops and developing tools to evaluate progress.

WHO SHOULD ATTEND
All sales professionals and their managers.

CLASS SIZE AND LENGTH OF PROGRAM
For maximum results and personal attention, classes can accommodate 10 to 50 participants. The recommended program ranges from one-half day to three days, according to your goals and the number of participants. Half days are 3.5 hours with a 15-minute break; full days are seven hours with two 15-minute breaks.

METHODS
Teaching methods will depend on the class size, length and objectives, and will include many of the following proven techniques: interactive presentations, role-playing, specific break-out exercise sessions, video tape and/or audio tape clips, Power Point illustrations, video and audio self-observation and analysis, and workbooks. Whenever possible, on-the-job practice, observation and coaching will be included.

BENEFITS
High-Tech Soft-Touch Workshop will increase company profitability with the following:

1. Higher revenues 2. Shorter sales cycle

3. Extended customer loyalty 4. Greater job satisfaction

Back To Workshops