We help technical people feel comfortable with the idea of selling – demonstrating that it is not some sort of ‘dark art’ – which can make a radical change to the dialogue they have with existing and potential clients.
Course overview
Our sales training has been developed over years into an approach designed for both natural and ‘unnatural’ salespeople. We have a tried and tested structure which will help participants become more effective at professional sales conversations. Participants practice different tasks to build their skill sets, from listening techniques and questioning skills to building trust and gaining the client’s commitment.
Who’s it for?
This professional development is designed 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 and all those who encounter sales conversations in this sector in 2019.
Course format
Face to face: A full day workshop aimed at groups of 9 – 15 participants and involves a mixture of theory (our coveted 3i model) and exercises designed to develop consultative selling skills. There is an emphasis on skills practice, and we often use actors to play clients in sales meeting simulations.
Live virtual classroom: Ideal for up to 12 participants, this is a 2 hour session aimed at learning the Questas 3i Model structure and components.
Outcomes
The course is designed to resonate with technically minded individuals and ‘unnatural’ salespeople to develop skills and build confidence.
Having completed the session, our participants tell us they 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.
“I found the day to be really useful. In particular, the realisation that active listening is a true art.”
Exploring the client’s world – developing a differentiator
Planning, structuring and managing business development meetings
Practicing sales meetings and building relationships
Delivering a compelling proposition
“I 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.”
Does Business Development slip to the bottom of your to-do list?
Our clients often tell us that they struggle to find the time and resources for strategic and planned Business Development activity. Our Business Development Planning course can help you apply tried and tested strategies and tactics to help you unlock more opportunities and win more – and better – work.
Become confident when presenting or pitching
Our Presentation and Pitching training course is the natural next step for engineering and technically minded professionals who are engaged in internal or external pitching to sell a service or opportunity. In this training learners will use real-life simulations to practise presenting and overcome common pitching anxiety.
Free consultation
Have questions for us? Get your team started today and gain a new competitive advantage.
Upskill your team in how to win more work with our series of live webinars aimed at delivering the key points and latest thinking in Business Development and Client Relationship Management.
‘Selling’ can be a dirty word for some of our clients, but without the ability to sell we will struggle to be successful. Our sales training has been developed over years into an approach designed for our technically-minded clients. Courses include presentation and pitching, sales conversations and negotiation skills.
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Client development
Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
Raising up leaders
Questas offers both one-to-one coaching and leadership training courses. This both embeds newly learned skills and establishes a culture of strong, skilled leadership. See Courses
CREATE
Reputation
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Relationships
People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work. See Courses
