Empower Sales Engineers for Sales Success

This module covers how to position yourself for success, keep communication lines open during the implementation of your project, and create connections that are the foundation for lasting relationships that lead to repeat business. It also teaches the techniques to become a trusted advisor and to build a  rapport with your customers. It also covers the working style when dealing with different client personalities and the selling techniques to executives and c-suites. 

In this module, learners will learn the various types of sales methodologies such as solution sales, referral sales, value selling, cross and upsell, joint solution selling, challenger sales etc. 

This module covers how to prepare for discovery calls and meetings, how to ask sales questions to understand the prospect’s situation, needs, challenges, and any processes in the purchasing decision. It also covers different ways of gathering requirements such as brainstorming, observation, and workshops before moving on to analysis techniques such as context diagrams, user stories, and decision tables. It also teaches how to simplify business processes, solve customers’ problems and manage customer feedbacks. 

This course covers how to identify your offer’s specific value proposition, describe it with great copy, anticipate and overcome customer objections, add value; and create a sense of urgency and scarcity. It also covers the techniques to craft an irresistible offer using discounts, guarantees, partnerships, and more.

This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.