Training

A one-day interactive training course for field technical and consulting resources in identifying business opportunities while on client sites, and qualifying leads to pass on to the sales team.

Field technical and consulting resources working on client sites are ideally placed to identify customer problems and decision making processes – yet typically they either distrust the sales process and hence refuse to pass on leads, or alternatively are so focused on the job at hand they fail to recognise the obvious opportunities in front of them.  This course clarifies for participants the fact that “sales” is really all about “identifying and solving customer problems” and, as such, is very much in line with their job description.  Participants are taught how to predict what a customer’s problems will be, and given practical tools to identify, qualify and pass opportunities identified on to sales.

Participants will develop practical skills in listening and questioning, and will leave the course equipped to identify, quality and pass on sales opportunities identified whilst interacting with customers.

This course is designed for non-sales personnel with direct client access that are well placed to be involved in the sales process – including technical, pre-sales and consulting staff.

There are no mandatory prerequisites for this course.

Key subject areas covered during the one-day workshop include:

• Definition of selling as identifying and solving customer problems
• Demystifying the sales process
• Process to predict, identify, qualify and pass on sales opportunities identified whilst on site
• Predicting customer ‘pain’ prior to going on-site
• Listening and questioning techniques to identify and quality opportunities
• Gathering and passing on the “right” information to sales staff