Technical Sales & Technical Sales Management Training

“A salesman, like the battery in your car, is constantly discharging energy. Unless he is recharged at frequent intervals, he soon runs dry. This is one of the greatest responsibilities of sales leadership.”

 – Robert Henry Grant

“Great salespeople are relationship builders who provide value and help their customers win,”

 – Jeffrey Gitomer

Technical Sales Courses

Selling into a technical market can be very different from selling into any other market. Whether you’re an engineer or technician moving into a more commercial role or a sales executive selling to the technical industry communication can become a major issue. Complex processes, approvals, jargon and differences in culture often become barriers in the sales process, making it more difficult than it should be.


At Salient Sales & Training we have used our considerable experience in selling in technical markets to develop a ‘best practice’ training programme that helps you improve communication and remove the barriers to technical sales.

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While many business owners wait for customers to come to them, the most successful businesses follow a tried and tested sales process that works.

On our Technical Sales and Technical Sales Management courses you will gain insight into the issues and barriers to selling in a technical market, and you will learn proven and effective skills and techniques including:

To find out more about the Technical Sales Programme why not give Andy a call on 01793 843118 or find our contact form HERE.

Thank you for running an excellent Technical Sales training course, which was put together to meet my particular set of needs. The course flew by as I was fully engrossed and captivated by Andrew’s passion and detailed knowledge of the sales process. The course material was well structured and was easy to understand.”

“An excellent Technical Sales training course, which was put together to meet my particular set of needs. I was fully engrossed and captivated by Andrew’s passion and detailed knowledge of the sales process. Material was well structured and easy to understand.”

Mike Willis BSc MIEE CEng

This course will help to focus and increase the drive and success of:

The course also addresses the specific issues of technical sales:

Customers Include:

Samsung LEDs; Harkness Screens; Calpeda; Cogsec; GSF; Sound Networks; Sollertis; Soluforce…

“A great Course, excited to put the theory into practice.” 

AE – Tech Sales

“Clear explanations, clearly demonstrated and explained well.”

GL – Tech Sales

“Excellent Course. Gained a lot from it.”

LS – Tech Sales

“Learning with Salient has been an enjoyable and eye-opening experience. Excellent.”

KA – Tech Sales

Case Studies:

Bordeaux

A French company required technical sales training for 8 delegates of mixed ability. All were former technicians or engineers and while some were new to sales, others were senior personnel needing a refresher course. The course was delivered successfully for all, over 2 days in Bordeaux. The following are extracts from their feedback:

“A very enjoyable and fruitful experience to help us think more sales and less technical,”

Bordeaux:

A French company required technical sales training for 8 delegates of mixed ability. All were former technicians or engineers and while some were new to sales, others were senior personnel needing a refresher course. The course was delivered successfully for all, over 2 days in Bordeaux. The following are extracts from their feedback:

The delegates were from non-English speaking background with varying degrees of experience. Each person found the training offered useful for our day-to-day sales programme. We were also able to identify new marketing strategies to put into effect immediately. Thank you!,”

4 people gather around a table discussing the paperwork in front of them. their faces are not in frame.

Swindon

A Technical Director due to take charge of Sales Development came to Salient Sales & Training because he was not at all familiar with commercial culture, but did know all the features and benefits of his products. Over some stiff competition he decided to work with us, because we had a similar background in technical sales which proved very useful when explaining the differences between engineering and commercial cultures, their different priorities, decision-making processes, approaches, processes and systems. The Director’s new understanding and the skills and techniques he acquired have helped him become very successful in his new role.

Swindon:

A Technical Director due to take charge of Sales Development came to Salient Sales & Training because he was not at all familiar with commercial culture, but did know all the features and benefits of his products. Over some stiff competition he decided to work with us, because we had a similar background in technical sales which proved very useful when explaining the differences between engineering and commercial cultures, their different priorities, decision-making processes, approaches, processes and systems. The Director’s new understanding and the skills and techniques he acquired have helped him become very successful in his new role.

Halifax

Halifax: A company involved in the manufacture of high specification industrial products and offering strong technical service selected Salient to provide Technical Sales training.  The team was 10 strong, comprising technical support engineers and sales managers, all of whom have direct contact with customer personnel. Ability ranged from 4 year engineers, to 27 year directors!  The technical team needed some commercial savvy and the sales team, while experienced, had, up to now, received no training.

I presented the Salient Sales Process in its simple jargon-free form and provided the platform for all ‘barriers to sales’ to be aired and solutions found. The course covered a full week and by the end all claimed a much better understanding of dealing with buyers; selling; developing clients; identifying and winning every business opportunity.   

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Halifax:

A company involved in the manufacture of high specification industrial products and offering strong technical service selected Salient to provide Technical Sales training.  The team was 10 strong, comprising technical support engineers and sales managers, all of whom have direct contact with customer personnel. Ability ranged from 4 year engineers, to 27 year directors!  The technical team needed some commercial savvy and the sales team, while experienced, had, up to now, received no training.

I presented the Salient Sales Process in its simple jargon-free form and provided the platform for all ‘barriers to sales’ to be aired and solutions found. The course covered a full week and by the end all claimed a much better understanding of dealing with buyers; selling; developing clients; identifying and winning every business opportunity.   

I am pleased to say that their feedback was very flattering and their ‘Sales Improvement’ scores ranged from 8% to 55%, with an average improvement of over 21%. They are now working to implement the new skills and techniques and I am looking forward to hearing of their future success.

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Have we piqued your interest?

Curious to read what clients have to say about Salient Sales and Training?  You can find more customer feedback on our testimonials page.

Want to boost your sales skills?

Check out the Technical Sales addon of our Sales Training Course!

Can be delivered as a standalone module or purchased as part of a full sales course.

Teaches you the extra skills and techniques you need to extra skills needed to sell successfully in Technial Markets. As well as how to use these techniques to successfully persuade key individuals in both technical & commercial departments.

Plus a brief overview of each module in the sales process, and how these extra skills are applied.

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To find out more about the Technical Sales Programme call Andy today on 01793 843118 or visit our contact information HERE.