Sales Engineer Training - Selling for Engineers

Welcome to Selling for Welcome to Selling for EngineersEngineers

Presenter: Robert SeviourPresenter: Robert Seviour

Telling Telling isn’tisn’t selling selling

Create Create

ConfidenceConfidence

Ye Olde Model of Selling

The The NewNew Model of Selling Model of Selling

Finding out what is reallyimportant to the client

Proving you arecapable

Finding agood fit

Helping thebuyer decide

40%

30%

20%

10%

Professional QuestioningProfessional Questioning

Open questions What. . . How. . . Open questions What. . . How. . . Closed questions Closed questions

What does he/she care about? What does he/she care about? Spot the emotionSpot the emotion

1.1. DataData2.2. How does it affect you?How does it affect you?3.3. How do you How do you feelfeel about it? about it?

Re-capRe-cap

FundamentalFundamental Benefits Benefits

Stick componentStick component It saves you worryIt saves you worry It saves you timeIt saves you time It saves you moneyIt saves you money It saves hassleIt saves hassle

Carrot componentCarrot component It makes you feel goodIt makes you feel good

GreedGreed PridePride

ProspectingProspecting

ProspectingIt’s a process of filtering andconcentration to find the ounceof gold in a ton of mud.

Suspects

Prospects

Proposals

Orders

The Prospecting SpectrumThe Prospecting Spectrum

YES NO

The prospecting Zone

None Low Medium Strong Total

"How did you knowwe were looking?"

"We don't want it,

order taking S e l l i n g

Degree of Rejection

and we can't afford it."

M A Y B E

need it, like it

The salesman’s dayThe salesman’s day

Driving in the carDriving in the car 42%42%

LunchLunch 13% 13%

Interruptions, Phone callsInterruptions, Phone calls 11%11%

Small talkSmall talk 8% 8%

MeetingsMeetings 7% 7%

PlanningPlanning 7% 7%

Emails & InternetEmails & Internet 6% 6%

Selling or NegotiationSelling or Negotiation 6% 6%

The basicsThe basics

Make more contacts – measure them.Make more contacts – measure them.

Find out what is on the customer’s mind by Find out what is on the customer’s mind by

asking good questions and listening asking good questions and listening

attentively to the answers.attentively to the answers.

Tell the customer how you can help him Tell the customer how you can help him

achieve what he wants.achieve what he wants.

Create Create ConfidenceConfidence

Ask for the order.Ask for the order.