Earners of the Certified Sales Engineer certification will learn to gather technical requirements through technical discovery sessions, stakeholder whiteboarding sessions, technical workshops, and solution validation (e.g., custom presentations, demonstrations, POCs, etc.). They will also learn to conduct current state analysis to support sales qualification for customer prospects and help them navigate their way through the sales cycle.
This module introduces the role and responsibilities of the sales engineer, along with the main concepts of technical sales, value enabler, and how to manage customer feedback.
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 module covers how to add value and differentiate yourself from the first call to the proposal. It also teaches the anatomy of great presentations and explains how to effectively win clients over and gain their business. It also shows how to communicate more efficiently and effectively in your presentations, as well as how to hold your client’s attention. It also covers essential tips of conducting a productive meeting online, choosing the right platform, setting expectations, clarifying roles, creating a meeting agenda, clearing mentioning the POCs, and technical demonstration skills.
This module covers how to work, track a high-performing cross-functional sales team, and how to communicate within the team.
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 covers soft skills in depth, sharing strategies that can help salesperson bolster their emotional intelligence and communicate more effectively with prospects. It includes some of the most essential skills like how to developed executive presence, emotional intelligence, communicating with charisma, decision-making skills, managing accountability, commitment, managing conflicts and difficult clients.
This is an optional exam. There will be a One (1) hour audit conducted virtually by an Auditor. Individuals have to register their interest upfront. Exam scenarios will be shared during exam briefing. There is one (1) exam voucher included into this program to be redeemed within two (2) months of program completion.
Students who fails and wishing to retake have to go through the course work again and pay exam fees of SGD 300.
Students will receive a Certified Sales Engineer certificate by Asia Pacific Sales & Marketing Academy.
Upon passing your online tests and successful completion of your online course, submit your course completion scores to firstname.lastname@example.org for digital badging and eCertificate issuance within 5 working days.
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