SALES
TRAINING AND DEVELOPMENT
Translating
Service Into Sales
Bridging
the Gap from Technical Expert to Sales Consultant
Your
technical expert is your key to success. They can differentiate your products
and services from your competition. They have credibility. They are sought after
for their advice. They have the perfect opportunity to make a sale.
This
program is about improving the communication skills of your technical experts;
improving their listening skills, their questioning skills, their presentation
skills, and their negotiation skills. The program provides them insights into
using their technical expertise to their advantage by guiding the interaction
and strategizing with the customer or prospect to best solve the problem.
You
can add powerful communication skills to their abilities: This program will show
them how.
They'll
learn ways to...
• Determine
whether a technical request is legitimate or just positioning
• Ask
questions that lead the customer to decisions quickly and efficiently
• Use
negotiation skills to counter requests for discounts and gimmie’s
Inquiry
calls, routine maintenance, service calls and even emergency calls are full of
selling opportunities provided your service technician or engineer has the
communication skills to bridge the gap from service expert to sales consultant.
Increased competition and tighter profit margins make it critical for companies
to make full use of onsite service calls. By increasing the communication skills
of your technical staff, you will increase customer satisfaction as well as
sales.
Those
that attend with you will learn powerful new ways to...
-
Increase
rapport with existing customers.
Discover the keys to building relationships beyond
technical expertise.
-
Increase
assertiveness in communications
Asking critical questions beyond technical issues is
a learned skill.
-
Identify
selling opportunities.
Gain the ability to transition from technical issues
to solution issues.
-
Introduce
new products and services as potential solutions.
Learn ways to maintain assertiveness and creativity
in dealing with situations and interruptions.
-
Bridge to
possible solutions with the products and services of your company.
Learn ways to maintain assertiveness and creativity
in dealing with situations and interruptions.
INSTRUCTOR:
JEFFREY HANSLER
For a .pdf version of this page
click
here.
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