Sales Training for Engineers
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GENBAND has research and development facilities in Canada, China, Massachusetts, North Carolina, and Texas. Genband CEO Charles Vogt recently purchased Nortel’s CVAS business and technology.
Dr Dorit Columbus, Ahmed Hamdani, Anna Lapshina ‘” three of the delegates at GENBAND, Maidenhead UK ‘Selling for Engineers seminar
“Presenter’s style kept people’s attention by breaking into workshops / role-play to illustrate points. I have identified areas where I can improve my presentation and techniques in meetings to be more effective.”
“A useful introduction to sales techniques and strategies for people with an engineering-led background and experiences.”
“Nice guy, very open and made you feel comfortable. Lots of brainstorming with your colleagues . . .Good and easy concepts used during the sessions that can be applied to daily job.”
“A pleasant seminar, very helpful to get some fresh ideas to use in daily life to improve inter-personal relationships to perform better at work and eventually to get more sales!”
“Very interactive, lots of personal experience delivered. The seminar provided a broad range of aspects of sales work, covering different types of sales. A lot of experience has been shown and illustrated the cases. Practical exercises helped to get a firm grip on do’s and don’ts.”
“Best of all I liked the practical exercises which helped a lot to understand the course material. Course is very good as an initial step in sales. Good way of delivering information ‘” knowledge through fun.”
“The seminar was very practical, with many exercises getting us to realize the benefits of the techniques and put them to the test. Would be good to make the course longer ‘” one day extra.”
“Realisation that sales is within us and that with some guidance engineers can make a huge difference to the sales cycle by adapting our approach to customer interaction.”
“Relaxed atmosphere allowing easy discussions. Presentation section was very useful to me. I needed to clarify that in my own mind and your session did that. An excellent introduction to sales held in an easy atmosphere.”
“Introduction to the fundamentals of sales techniques based on the teacher’s own experience (as opposed to MBA type of academic studies).”
I’ve just downloaded your 2 manuals, How to hire a good Technical Salesman and Sales prospecting for Engineers.
I have just read your two books, “Selling for Engineers” and “How to Create Powerful Technical Sales Literature”. I found them both full of extremely wise pointers and comments. I believe the principles presented by the books are absolutely right!
At our last marketing meeting I said that I was so pleased that I would be getting in touch with you. It was the realisation that you are not a large company but a small company that has put an awful lot of effort into a very good product.
I took your manuals into the first marketing meeting and left it with them. At the second review meeting the Production Director found them so good that he couldn’t put them down.
The conscience consideration (we could have quite easily put it through the automatic copier and then sent them back to you with a note saying we are not interested) was not allowed by virtue of the fact that they were so good and we were delighted with them.
When you are driving a company forward some tools are useful and some are essential. These manuals are not only good value for money but they fill all the gaps we have been looking for.
“I recently read a book entitled Prospecting for Engineers by Robert Seviour. It was written in simple, plain English and made a lot of sense from a practical point of view (totally the opposite to a lot of theoretical business books I have tried to read). I got the impression he is a very, practical, down to earth sort of guy.”
“Very interactive, lots of personal experience delivered. The seminar provided a broad range of aspects of sales work, covering different types of sales. A lot of experience has been shown and illustrated the cases. Practical exercises helped to get a firm grip on do’s and don’ts.”
Comments from a sales training session at Barcol-Air Ltd ‘” Radiant Cooling Heating Systems, Oxford CT USA
“It was comprehensive. It gave many aspects of selling a product & identifying a customer’s needs. I can see prospecting as being a positive way in which we as a company can further promote our business.”
“It was helpful in constructing a way to talk to clients / reps in order to have a better chance at getting sales.”
“I like what we have learned today, and I like that the workshop was very dynamic & fun. . . ..interesting and useful ideas.”
“The interaction with the groups and role plays were very useful. How to identify the client’s needs was very good. The workshop was very well presented and interactive. I have learned a lot in a short space of time. It was excellent to have somebody with actual practical experience to present their advice on sales in a logical and clear manner ‘” some professors should attend!!”
“Interesting exercises kept the audience engaged. A great introduction to sales skills.”
“Presenter seemed to have an extensive knowledge of the subject. Good examples, informative notes.”
“I got some extremely useful hints on how to go about selling products in a technical environment. . . the advice on presentations was very useful. Thanks very much, very helpful indeed.”
“Thanks Robert, the session was very useful. Thought provoking. Great overview, tailored to our needs as and when they popped up during the session.”
“Useful exercises and ideas, tailored well to our circumstances. Interesting ideas regarding client focus / self-focus. Lots of new ideas. Well taught, informative day.”
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