CONVERT / Selling Skills For Consulting Engineers
‘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.
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 Selling Skills courses will help participants become more effective in professional sales scenarios. Students will practise different tasks to build their skillsets: from presentation skills, listening techniques and questioning skills, through to handling objections and closing deals.
Selling Skills For Consulting Engineers
Who’s it for?
Partners, Directors, Senior fee earners.
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.
- 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
This is a practical workshop ideally aimed at groups of between 9 – 15 participants. It is usually a full day (though can be broken down into half-days) involving a mixture of theory and exercises designed to develop client relationships and consultative selling skills.
There is an emphasis on skills practice and we will often use actors to play clients in business development meeting simulations.
Questas is based in London, and travels internationally to deliver training.
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.
For more information about our sales training courses please email firstname.lastname@example.org or click the button below to learn more.
“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.” Senior Associate, Expedition Engineering
“The sales meeting structure model is excellent.” Director, Building Services Co.
From our blog
Four easy ways to manage nerves before a presentation
Trainer, Annabel Miller, looks into why we get nervous and how we can manage nerves so that it doesn’t hinder our performance.
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.
- 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
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.
“It was great to see everyone engaged all the way through and I noted the calibration to our needs during the day.” Director, RPS
“Great day! Really fun and innovative way to beat the fear of presenting to an audience.” Tim Howlings, Brasier Freeth