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Actual for You - Sales Training for Engineers
In the world of advertising there are many forms of media that can be utilized to get an advertisers message to its intended audience. Newspapers, television, radio, Internet and billboards are effective tools in this effort but one form of advertising that is often overlooked is Cinema Advertising.Most people see cinema advertising as the little slide that is shown right before the movie starts, but it’s much more than that. Cinema advertising does offer slide advertising, but it also offers something that is called rolling s
2) ‘We don’t need it now, but send me some details’.
3) ‘By coincidence, that is exactly what we are looking for at the moment’.
Engineers have no difficulty understanding this process, BUT ask them to make a few calls of this type and watch how creative they are at finding excuses for not doing
There have been very effective ads that were nothing more than four or five testimonials, and it worked! The obvious reason for common usage of testimonials is the credibility that they represent. There also have been testimonials that have not worked, we are going to look into why for both cases.Remembering the three part formula for an effective ad;1) make the benefit promise,2) document or prove your claims, and3) make as irresistible and/or risk fre
Because, generally, they are not naturally suited for sales and this wastes lots of business opportunities for their companies.
If you look at psychometric tests for job-fit, you will find that the traits which are appropriate for an engineer differ strongly from those of a salesperson.
Engineers tend to be detail oriented, cautious and reserved; good salespeople are interested in results, success and enjoy interaction with people.
Imagine that you have a competent engineering practice and you would like to acquire more good clients. What would be a logical way of finding them?
How about you call all the companies that you have done work for previously and ask them if they have any more projects you can help with? That’s a pretty obvious start, isn’t it?
Once you have completed that exercise, there is a whole universe of work awaiting you if you just replicate what you have just done with similar organisations that you have not yet worked for. Nothing very difficult about that either. You get a directory, make a call to find out who you should be speaking to. Then you ask for that person and say, ‘We do XXXXXX kind of work, is that something that your company uses?’
What happens when you do this? Only three basic outcomes:
1) ‘No we never need that kind of work done’.
2) ‘We don’t need it now, but send me some details’.
3) ‘By coincidence, that is exactly what we are looking for at the moment’.
Engineers have no difficulty understanding this process, BUT ask them to make a few calls of this type and watch how creative they are at finding excuses for not doing i
Sales is a very different profession from many, as you are not judged on what you do every day, but on the results that you are able to bring to a company – mainly revenue. A Salesperson is rarely ever considered an expense of overhead to a company, but in most cases an asset. It’s quite simple, if you cannot sell you will be fired, or if you work for yourself you will go out of business. Most people think that sales is a tedious task and that salespeople are obnoxious, but the truth be known this is just a myth. The other myth
Engineers tend to be detail oriented, cautious and reserved; good salespeople are interested in results, success and enjoy interaction with people.
Imagine that you have a competent engineering practice and you would like to acquire more good clients. What would be a logical way of finding them?
How about you call all the companies that you have done work for previously and ask them if they have any more projects you can help with? That’s a pretty obvious start, isn’t it?
Once you have completed that exercise, there is a whole universe of work awaiting you if you just replicate what you have just done with similar organisations that you have not yet worked for. Nothing very difficult about that either. You get a directory, make a call to find out who you should be speaking to. Then you ask for that person and say, ‘We do XXXXXX kind of work, is that something that your company uses?’
What happens when you do this? Only three basic outcomes:
1) ‘No we never need that kind of work done’.
2) ‘We don’t need it now, but send me some details’.
3) ‘By coincidence, that is exactly what we are looking for at the moment’.
Engineers have no difficulty understanding this process, BUT ask them to make a few calls of this type and watch how creative they are at finding excuses for not doing
What word pops into your mind about a recent customer service experience? Was it good, or was it bad? Customer service in this country seems to be headed in the same direction as the Titanic. Why? One reason is most Americans feel customer service jobs are beneath them and of little importance. Secondly, many organizations have eliminated the human element, replacing it with a lower-cost, impersonal conglomeration of voice mail, email, and online request forms. For many shortsighted service companies, it is about cutting costs, cu
Once you have completed that exercise, there is a whole universe of work awaiting you if you just replicate what you have just done with similar organisations that you have not yet worked for. Nothing very difficult about that either. You get a directory, make a call to find out who you should be speaking to. Then you ask for that person and say, ‘We do XXXXXX kind of work, is that something that your company uses?’
What happens when you do this? Only three basic outcomes:
1) ‘No we never need that kind of work done’.
2) ‘We don’t need it now, but send me some details’.
3) ‘By coincidence, that is exactly what we are looking for at the moment’.
Engineers have no difficulty understanding this process, BUT ask them to make a few calls of this type and watch how creative they are at finding excuses for not doing
Pre employment drug screening is absolutely essential. An employee's background check is always considered as the first line of assurance in the hiring process. The essential tools for this screening are pre-employment background screening, drug screening, employment verification, etc.Employee drug testing programs help to protect the health and safety of all employees, and palliate the costs associated with having drug abusers on the payroll. This helps to provide early identification and the ability to refer employees with s
What happens when you do this? Only three basic outcomes:
1) ‘No we never need that kind of work done’.
2) ‘We don’t need it now, but send me some details’.
3) ‘By coincidence, that is exactly what we are looking for at the moment’.
Engineers have no difficulty understanding this process, BUT ask them to make a few calls of this type and watch how creative they are at finding excuses for not doing
After coaching hundreds of people on how to break free from the corporate world, I have created 7 fundamental practices to help you successfully start a new career. I share them with you here.1. Center YourselfWhen you are trying to start a new career, you may encounter inner resistance and self-doubt. Before self-talk sabotages your dreams, learn to disconnect from your negative thought patterns. I recommend centering throughout the day to help you be a kind and patient observer of your thoughts. Learning to center wil
2) ‘We don’t need it now, but send me some details’.
3) ‘By coincidence, that is exactly what we are looking for at the moment’.
Engineers have no difficulty understanding this process, BUT ask them to make a few calls of this type and watch how creative they are at finding excuses for not doing it.
The main one; ‘Too busy with my project’, another, ‘That doesn’t work’.
Try asking anyone with a good sales record whether this approach is effective and what you’ll hear is, ‘It’s not exactly fun, but it definitely gets business’.
Here’s an example; I was engaged by a major British Electronics / Defence corporation to examine the viability of a new project that they were considering. The product was Electronic Documentation Management (EDM). The idea was that complex maintenance manuals for aircraft, submarines etc could be digitized, cross-referenced with parts manuals and the whole thing installed on a laptop computer so that technicians could carry out maintenance and repairs more efficiently.
Since this was a new idea for my client, it was worth investing some money in focused market research to get feedback from likely future users. We agreed a price for the job and I got started.
‘Have you got a list of potential customers?’ I asked my client. Answer, ‘No’.
‘Do you have a list of the people you have worked for before?’ Same response.
‘Any business directories?’ Uh, uh.
So I headed for the local library, found a copy of Dun and Bradstreet, made some photocopies and returned to the office. That week I called 43 companies; it went like this. ‘Good morning, my name is Robert Se
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