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Business Development Skills Workshop for
Engineers, Scientists and Technical Professionals.
Engineers, scientists and technical specialists are considered experts in their
field.
But when it comes to business development activities
they can easily feel like a novice... not sure about
what to say or do.
In fact, the idea of business development (or selling) usually conjures up
fears of having to be pushy, slick, deceptive, and generally
untrustworthy.
No one wants to be
seen as a salesperson!
But it doesn't have to be like that.
'Business development' is an important set of skills that successful professionals
develop as early as possible.
Fortunately, everyone can learn ethical and practical trust-based business
development techniques.
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In fact, there are specific strategies
you can use to increase your professionalism and build trust with
your clients that will lead to opening up new business opportunities.
Stuart Ayling |
Professional Selling Skills for the 21st Century
The Selling With Confidence 2-day workshop has been produced
especially for service professionals, and those selling their time
or expertise.
The workshop has proven results and is presented by Stuart Ayling,
Managing Director of
Marketing Nous. Over the last 4 years
hundreds of delegates have benefited from the techniques presented. |
Plus, all delegates get permanent
membership of the Sales
Knowledge Bank. Through the knowledge bank delegates can ask
questions for free and get them answered by Stuart at any time.
This program is also suitable for
people 'new' to business development or selling who have a technical, service/support,
or managerial background.
Proven
Results:
Over 4 years this program has achieved 97%+
ratings from delegates.
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Click chart to view
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Enhanced 2009 Program for Greater Learning!
More...
practical techniques, group interaction, and opportunity to apply
your new skills to your own sales situations.
Ideal for: engineering;
consulting; technical services; software
developers; professional services; scientific services; I.T. &
online services; complex or customised services/products; and more. |
Overview
of the 2-Day Program:
DAY 1:
You will learn about: personal
skills needed to be successful in business development; your own communication
style; building trust; specific sales techniques for managing
new business opportunities; how to demonstrate value; how to
close every new business discussion; and how to manage any objections you may
face.
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DAY 2:
You
will learn about: finding prospects and how to
contact them; how to introduce yourself to create interest; listening
skills; more practice using your new business development
skills; structured time to develop your own business-specific
selling
techniques; and enjoy the fun group exercises to explore strategies
presented.
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Why You Should Attend
Selling With Confidence™ will teach you how to successfully manage
business development opportunities and find the high-value benefits that each client is looking
for. You will learn the tactics used by rain makers and successful
professionals to eliminate
objections and win more business.
During the course you will learn practical and ethical
business development skills to increase your confidence and dispel any
self-doubts you might have. With your
new-found confidence you'll be able to
find more prospects and win more new business. That's guaranteed!
During this innovative training program
you will learn:
> The 5 essential ingredients to make clients trust you.
> How to craft and ask high value questions that clients
want to answer.
> How to tip the 'Scales of
Value' in your favour.
> At least 12 ways to locate an abundant supply of prospects.
> The best ethical strategy you can use to
close every new business opportunity.
> Professional techniques for handling resistance and overcoming objections.
> How to have fun while you're selling!
Who should attend:
Selling with Confidence™ is a participative training program specifically developed to cover the skills needed for business-to-business sales relationships in Australia.
This course is ideal for engineers, scientists, technical specialists,
technical support staff moving into a business development role, managers
and consultants
Facilitator background:
Presenting this training
program is Mr Stuart Ayling of Marketing Nous. In addition to his
years as a professional sales person, Stuart has lectured in
personal selling at the internationally accredited University of
Queensland Business School.
Stuart also
"practices what he
preaches", using the techniques taught at this course to gain
clients for his own consulting business. Stuart will bring to life the theory and practice of professional selling skills. |
Stuart's career background covers a wide variety of business-to-business
sales encounters, with small and large companies, spanning over 20
years. In all cases the sales environment required the development of
mutual understanding and the fostering of amicable long-term client
relationships. Identifying real client concerns, building trust, and
negotiating win/win outcomes has been critical in these encounters.
Some highlights of Stuart's sales experience include:
Successfully negotiating complex multi-year supply and equipment
agreements with independent operators, when in the retail division of a
petroleum company.
Winning an additional $1.2 million p.a. of sales with one customer through
effective sales negotiation.
Selling new technology concepts to senior European telecommunications
executives, whilst attending the famous CeBIT trade fair in Germany.
Successfully retaining and growing sales worth $1.8 million p.a. against
lower priced competitors in the pharmaceutical industry.
Selling complex service packages to independent operators throughout
Queensland regional areas.
Selling sales and marketing consulting services to small businesses and
government agencies, and helping them sell to their clients.
Stuart holds a Bachelor of Business (Marketing, 1989) and has completed
a Graduate Certificate in Management (International Business, 2003) at the
University of Queensland.
Overview of
course
topics:
- The strategic selling process.
- Practical proven ways to build
trust.
- Understanding communication styles.
- Prospecting and initiating the relationship.
- Sales presentation tips.
- Structuring the sales presentation.
- Negotiating buyer resistance.
- Recognising and responding to commitment signals.
- Techniques to earn commitment.
- Ethics and "getting the sale".
- Expanding the client relationship.
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The course includes numerous group activities and self-assessments. Role
plays are not used during Day 1, but group interaction is required.
Activities during Day 2 include workshops and scenario-based exercises where you
learn-by-doing, as well as developing techniques for your own sales
situations.
Investment required:
You could pay much more for other training programs and still not get the lasting benefits you'll obtain from this highly personal interactive learning experience. Selling with Confidence™ has been designed to maximise your adoption of professional
business development behaviours with a "practice as you go" methodology. It's impossible to participate in this course and
not learn.
Your investment to obtain these life-long selling skills is only
$997.00 for the complete 2 day program.
This includes:
- A comprehensive workbook/reference
book
- Assessments
- Certificate of achievement
- All meals and refreshments
- Training reminder series
- Permanent access to the exclusive online Sales Knowledge Bank where
graduates can
get answers to your own questions about selling - a 24/7 resource for
sales professionals.
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Small
class size (up to 10 delegates) to maximise learning outcomes.
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This value will be returned many times over as you implement your new business
development skills and win more projects. Numbers in each course are
strictly limited to a maximum of 10 delegates (or less) to ensure a good learning environment. Book early to avoid disappointment.
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Payment options include:
MasterCard; VISA; cheque; electronic transfer; and PayPal account.
See registration
page for details. |
Money-Back
Satisfaction Guarantee:
If after you put into practice the skills and techniques presented in this
course, you don't think you've improved your business development skills enough to
recoup your investment many times over, just say so. Marketing Nous
will happily provide a full refund. (We are proud to say we have never been
asked to do this.)
In fact, over the last 4 years Selling With Confidence has achieved 97%+
ratings from delegates for relevance, clarity of material, and
professionalism of presenter.
Venues:
BRISBANE -
Hotel Grand Chancellor
23 Leichhardt Street (Cnr Wickham Terrace)
Brisbane 4000
Tel: 07 3831 4055
Parking is available in Kings Car Park located under the hotel (charges will apply).
Contact hotel for details.
Hotel website
| Google
Map
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MELBOURNE
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Jasper Hotel
Level 1, Conference Centre,
489 Elizabeth Street
Melbourne 3000
Tel: 03 8327 2777
(Close to Queen Victoria Market)
Parking available in nearby parking stations.
Hotel
website | Google
Map
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SYDNEY -
The Castlereagh Boutique Hotel
169-171 Castlereagh Street
Sydney 2000
Tel: 02 9284 1000
Within 3-minutes walking distance of Town Hall station. Closest car
parking is at Piccadilly carpark in Castlereagh Street
(Tel: 02 9264 1467) $40/day with voucher from Hotel. Lower cost parking is
available a few blocks away. Ask for details.
Hotel
website | Google
Map
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See what recent delegates have said -
they loved it!
BOOK NOW!
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have Acrobat Reader you can get
it here for free. |
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Next Courses For 2009