Sales For Complex Technical Products: Mastering Technical Sales

Introduction

Sales for Complex Technical Products training equips professionals with the specialized skills and knowledge required to effectively sell intricate technical solutions. This course focuses on analyzing technical customer needs, implementing consultative selling techniques, and understanding the impact of technical expertise on building credibility and closing complex deals. Participants will learn to develop technical presentations, utilize solution-based selling approaches, and understand the intricacies of managing long sales cycles and multiple stakeholders. By mastering technical sales, professionals can enhance their ability to articulate complex value propositions, build strong client relationships, and contribute to the successful deployment of sophisticated technical products.

The increasing demand for specialized technical solutions necessitates a comprehensive understanding of sales strategies tailored for complex product offerings. This course delves into the nuances of technical qualification, proof-of-concept demonstrations, and detailed proposal development, empowering participants to develop and implement tailored sales plans. By integrating technical knowledge with sales acumen, this program enables individuals to lead initiatives that maximize sales success in highly technical markets.

Target Audience:

• Technical sales engineers
• Sales professionals in technology sectors
• Product specialists
• Solution architects
• Business development managers
• Account managers
• Consultants
• Individuals interested in technical sales
• Engineers transitioning to sales

Course Objectives:

• Understand the principles and importance of technical sales for complex products.
• Implement techniques for analyzing technical customer needs and requirements.
• Understand the role of consultative selling and solution-based approaches in technical sales.
• Implement techniques for developing and delivering compelling technical presentations.
• Understand the principles of technical qualification and proof-of-concept demonstrations.
• Implement techniques for managing long sales cycles and multiple stakeholders.
• Understand the role of detailed proposal development and contract negotiation in technical sales.
• Implement techniques for building and maintaining strong client relationships through technical expertise.
• Develop strategies for staying current with technological advancements and industry trends.

DURATION

5 Days

COURSE CONTENT

Module 1: Foundations of Technical Sales

• Principles and importance of technical sales for complex products.
• Understanding the technical sales process and key stages.
• Benefits of mastering technical sales skills.
• Historical context and evolution of technical sales.

Module 2: Analyzing Technical Customer Needs

• Techniques for analyzing technical customer needs and requirements.
• Implementing needs assessment and discovery techniques.
• Utilizing technical qualification and requirements gathering tools.
• Managing technical needs analysis.

Module 3: Consultative and Solution-Based Selling

• Role of consultative selling and solution-based approaches in technical sales.
• Understanding solution selling frameworks and methodologies.
• Implementing consultative communication and questioning techniques.
• Managing consultative selling.

Module 4: Technical Presentations

• Techniques for developing and delivering compelling technical presentations.
• Implementing presentation design and technical content development.
• Utilizing product demonstrations and technical visualizations.
• Managing technical presentations.

Module 5: Technical Qualification and Proof-of-Concept

• Principles of technical qualification and proof-of-concept demonstrations.
• Understanding technical validation and feasibility assessments.
• Implementing proof-of-concept design and execution.
• Managing technical qualification.

Module 6: Managing Long Sales Cycles and Stakeholders

• Techniques for managing long sales cycles and multiple stakeholders.
• Implementing stakeholder mapping and communication strategies.
• Utilizing project management and sales tracking tools.
• Managing sales cycles.

Module 7: Proposal Development and Contract Negotiation

• Role of detailed proposal development and contract negotiation in technical sales.
• Understanding proposal development frameworks and templates.
• Implementing contract negotiation and legal considerations.
• Managing proposals.

Module 8: Building Client Relationships and Technical Expertise

• Techniques for building and maintaining strong client relationships through technical expertise.
• Implementing technical support and customer success strategies.
• Utilizing technical knowledge sharing and training programs.
• Managing client relationships.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 5 working days before commencement of the training.