CONVERT / Selling Skills for Technical People

‘Sales’ can be a dirty word for some of our clients in the professional and engineering sectors, but without the ability to sell we will struggle to be successful.

Consultative Selling Skills for Technical People

Our sales training has been developed over years into an approach designed for both natural and ‘unnatural’ salespeople. Importantly, we help technical people feel comfortable with the idea of selling, which can make a radical change to the dialogue they have with existing and potential clients.

The Consultative Selling Skills for Technical People course will help participants become more effective in professional sales scenarios. Students will practice different tasks to build their skill sets: from listening techniques and questioning skills to handling objections and closing deals.

Who’s it for?

Anyone responsible for building client relationships, uncovering new opportunities and converting them into fee paying work. Ideally suited for:  

Consulting Engineers, Planners, Lawyers, Architects, Environmental Consultants, Cost Consultants

Questas works nationally and internationally with a number of small and large engineering consultancies, property firms and other professional service companies working in the built and natural environment. Thus our courses tend to address common experiences from this sector and the sales process often encountered in 2018.

Content overview

  • Planning business development activity among you and your team
  • Understanding the client and how they choose who to work with
  • Exploring the client’s world – developing a differentiator
  • Getting through the door / Securing the first meeting
  • Planning, structuring and managing business development meetings
  • Practicing sales meetings and building relationships – role play (often with actors as clients)
  • Delivering a compelling pitch

Course format

This is a practical workshop ideally aimed at groups of between 9 – 15 participants. It is usually a full day involving a mixture of theory and exercises designed to develop consultative selling skills and grow confidence. We run this course both in-house and as a public course (see details below for our next London training event). There is an emphasis on skills practice and we will often use actors to play clients in business development meeting simulations.


The course is designed to resonate with technically minded, natural and ‘unnatural’ salespeople and will develop skills and build sales confidence. Having completed the session, our feedback tells us that participants have more face-to-face business development discussions and those conversations are more effective leading to a greater number of opportunities and improved win-rates. This course imparts tools and resources that results in greater productivity and better sales performance.

Contact us

For more information about our sales training courses please email or click the button below to learn more.

Questas is based in London, and travels internationally to deliver training.

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Questas Quote Marks CircleI found the day to be really useful, informative and well delivered. In particular, a realisation that there’s a little of ‘Tigger’ in all of us and that listening really is a true art.” Senior Associate, Expedition Engineering

Questas Quote Marks CircleThe sales meeting structure model is excellent.” Director, Building Services Co.

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Presentation skills

Who’s it for?

The Presentation Skills course is fo anyone with a remit to present internally and/or externally. Our courses are designed for firms who operate in the professional and engineering sectors and so may use examples or common practices from these industries.

Content overview

  • Who are your audience, what are their expectations
  • How to engage your audience
  • Making it memorable – key messages, unique elements
  • Presentation format and structure
  • Speaking with confidence, controlling your nerves
  • Body language, gestures, vocal tone and pitch

Course format

This is a highly practical one-day workshop. Candidates will present to a group at least twice in the day and be filmed.


Following this training, participants will present with greater confidence and professionalism. They will learn to plan and structure presentations and emphasise key messages while keeping an audience engaged positively.

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Questas Quote Marks CircleIt was great to see everyone engaged all the way through and I noted the calibration to our needs during the day.” Director, RPS

Questas Quote Marks Circle“Great day! Really fun and innovative way to beat the fear of presenting to an audience.” Tim Howlings, Brasier Freeth

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