Readers...

Sales Training Courses for Engineers, Scientists & Techies,  Workshops and Manuals by Robert Seviour Delegates working on an exercise at a Selling for Engineers sales training seminar Aberdeen Scotland       Information about seminars                               * * * Dear Mr. Seviour 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! Congratulations on the books.  Paul Bentley, PJB Business Development                     The Selling for Engineers Manual  57 A4 (US letter size) pages, many illustrations. The Selling for Engineers manual is a sales training course specifically for engineers, scientists and techies of all types - all about how to increase sales of technical products and services. Topic headings The importance of sales The symptoms of weak sales ability Comparison of a 'sales-led' versus a 'product-led' company An ethical approach to sales Should we hire a science graduate and train him/her to sell? The reason why most 'techies' are not 'natural' sales people What 'techies' really think about selling - the negative stereotype The personality traits needed for sales Inter-personal skills Sales basics for beginners The 'Old Way' of selling versus the 'New Way' Common faults When your are the customer, what do you look for in a salesperson? Why does anybody buy anything? A fundamental understanding The 'ideal' sales personality How to prospect for new business Prospecting methods - mail, phone, visits, email, fax, exhibitions, referrals How to write an effective sales letter What to say on the phone 'Qualifying' the prospect Dealing with common problems Setting appointments Meeting the prospect - the sales interview How to deal with different personality types Discovering the buying motivations Two key words to obtain strategic information Professional listening Price-conditioning The sales presentation A 4 stage formula which gives you the best chance of success The trap of the friendly, helpful buyer Presenting to academics and experts Asking for the order Closing the sale Seven classic closes Good answers to difficult objections, including - 'It's too expensive' - 'I'm getting other quotes' -  We're happy with our existing supplier' - 'I want to think about it' Dealing with 'difficult' buyers - Handling the aggressive / dominant type - Indecisive people Handling rejection Common reasons for lack of sales success - and what to do about them Building your confidence Self-limiting beliefs and how to neutralise them How to stay motivated The only way to get out of a sales slump Self-limiting beliefs and your 'Circle of Influence' A sales refresher for older / experienced salespeople Guiding principles for Sales Managers How to win repeat business. Professional complaint-handling How to grow fast but stay successful long-term The reasons for the rise and fall of companies The 'Sales Process Flow Chart'   The 'Selling for Engineers Manual'  is supplied as an electronic file in Adobe Acrobat (.pdf) format which you print yourself.  When your credit card is authorized you will receive an order confirmation via email and instant access to download your manual from the web. A charge of $37.00 USD United States Dollars (equal to approx £24 GBP) will appear on your credit card statement. Sales tax is in addition in some countries. There are no other charges. I guarantee that you will like my books. If you don't agree, I will refund your money immediately, without question. Once you press the order link below you will be able to download immediately. Click here to order 'Selling for Engineers'     Discounted package - get the complete 4 volume set and save $51 These four manuals, priced individually at $37, give you all the strategies you need for success in technical sales. Download all four of these technical sales development manuals now for the discounted price of $97 for the set. Click the links for details of each.                              Selling for Engineers Prospecting for Engineers How to Hire a Good Technical Salesman How to Create Powerful Technical Sales Literature A charge of $97.00 USD United States Dollars (equal to approx £67 GBP) will appear on your credit card statement. Sales tax is in addition in some countries. There are no other charges. Once you press the order link below you will be able to download immediately. Click here to order the 4 volume 'Selling for Engineers' set     We are in a time when good sales ability can make the difference between success and business failure. 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