Sales training for technicians, subject matter experts and engineers

Technical expertise alone is often not enough when interacting with customers to successfully sell products and services. This training is specifically designed for engineers, technicians, technical consultants, and specialists and managers with a technical background. We’ll show you how to combine your technical expertise with a customer-focused approach and value propositions to advise your target audience more persuasively and sell more successfully.

The transition from a technical role to a sales role often brings new challenges. In this training, you’ll develop a better understanding of the sales process and learn about the entire process—from preparation to the sales conversation to follow-up. This will enable you to present yourself with greater confidence, provide customer-focused advice, and specifically increase your chances of success in sales.

Especially when it comes to products and services that require explanation, customers expect not only technical expertise but also professional advice. In this training, you’ll learn how to combine technical expertise with sales communication. This will help you identify customer needs more effectively, present your case clearly, and tailor your conversations more closely to your customers’ needs.

Sales processes in the B2B environment often follow different rules than technical projects. In this training, you’ll sales persons the roles of sales persons and gain an understanding of the typical B2B sales cycle. This will enable you to plan your sales activities more effectively and set priorities more thoughtfully.

Successful consulting begins with a solid understanding of the client’s requirements. During the training, you’ll develop methods for conducting a professional needs analysis and learn how to systematically identify client needs. This makes it easier to tailor proposals more precisely and identify relevant requirements early on.

Presenting complex topics in an understandable way is an important prerequisite for successful sales conversations. In this training, you’ll learn how to tailor technical topics to your target audience and communicate them clearly. This will enable you to convey the benefits of your solutions more clearly and make your arguments easier to follow.

Everyone makes decisions in different ways and places particular importance on different aspects. In this training, you’ll learn to better understand different types of customers and tailor your communication to their specific needs. This will help you make conversations more personalized and build strong customer relationships.

Existing customer contacts often offer valuable opportunities for further business development. In this training, you’ll learn how to build targeted, customer-relevant knowledge and use existing customer relationships as a foundation for future projects. This opens up additional opportunities for further developing existing business relationships.

Even good solutions only have an impact when they are presented convincingly. In this training, you’ll further develop your presentation skills and learn effective presentation techniques for B2B sales. This will enable you to convey information more persuasively and present yourself more professionally.

Thorough preparation lays the foundation for successful discussions. In this training, you’ll learn how to prepare for negotiations in a structured way and take into account the relevant decision-making factors of your negotiating partners. This will help you conduct discussions in a more focused manner and assess negotiation situations with greater confidence.

Timing and the right approach play a key role in closing a sale. In this training, you’ll learn to recognize buying signals early on and to use successful closing techniques in a targeted manner. You’ll also learn how cross-selling and up-selling strategies can contribute to further business growth.

This training program focuses on practical application. You’ll work on specific issues from your professional environment through individual and group exercises and practice sales situations in role-playing exercises. Real-world examples illustrate how the methods taught can be applied in various sales situations. Sharing experiences, self-reflection, feedback, as well as tools and checklists will help you develop your sales skills in a targeted manner.