≥ SALES FOR NON-SALES PROFESSIONALS

Your technical experts are often your best salespeople

For engineers, consultants and specialists stepping into sales. You don’t need to become a stereotypical salesperson. We help your experts win work while keeping the professional, consultative approach your clients already trust.

Talk to us What you’ll learn

Engineers talking over a laptop on a vehicle production floor

≥ CONTRARY TO POPULAR OPINION

It’s easier to teach an expert to sell than to teach a salesperson your expertise

In a technical, solution-focused business, your engineers and specialists are the best people to be involved in winning work. Clients trust them, and they understand the problem better than anyone.

What they need is the right mindset, the right behaviours and the commercial skills to take a client through a sale. That’s exactly what this programme is built for.

It’s a journey. It’s easier than most people think, but it does need an investment of time.

≥ WHO IT’S FOR

Professionals new to sales

Many of the people we work with never planned a sales career. They’re experts who now need to bring in new business, often working together as a small sales team for the first time.

Engineers and technical leaders

You’re trusted for your expertise, and now you’re expected to win the work too.

Consultants and advisers

Your relationships are strong. Turning them into new business is the next step.

Business owners and specialists

You’re growing a business and selling is now part of the job, whether you planned it or not.

≥ KEEP YOUR APPROACH

Stay professional. Add the sales skills.

Great selling isn’t about becoming someone you’re not. You keep the consultative, expert approach your clients value, and learn to:

≥

Influence

How people make buying decisions, and how to guide them, honestly and without pressure.

≥

Navigate the buyer’s journey

The steps your client goes through to buy, what needs to happen at each one, and your next best action.

≥

Keep momentum

The confidence to walk clients through a sale, so it keeps moving, without chasing or hard selling.

Think of a sale as a journey with stops along the way. Every conversation has one job: you’ll know which stop you’re at, what needs to happen there, and how to get to the next one together.

≥ WHAT REALLY MATTERS

The real enablers of sales performance

Commercial acumen

How your clients’ businesses make money, and where you add value.

Critical thinking

Asking better questions and making sound judgements.

Emotional intelligence

Reading people, building trust and managing your own responses.

Resilience

Staying steady through setbacks and long sales cycles.

Consistency and discipline

Doing the right things, week after week.

≥ WHAT YOU’LL LEARN

Topics shaped around your team

We choose from a wide range of topics so the programme fits your business and each person on it. Topics include:

Sales mindsetCommercial acumenBuyer behaviourConsultative sellingRelationship buildingOpportunity management

HOW IT WORKS FOR YOU

FormatShort, focused sessions, one topic at a time

TimeFits around your working week, from as little as an hour

SupportOne-to-one and group coaching, plus practical coursework

RecognitionA certificate of training completion, endorsed by the Institute of Sales Professionals

≥ THE JOURNEY

From technical expert to commercial professional

Six steps, one topic at a time, each tried straight away in your own work, with coaching along the way.

1
The mindset shift
What’s different between your world and the world of sales, and how to think about what you do differently.
2
How people and organisations buy
Understanding the buyer’s journey, and building a sales process that works for you and your clients.
3
The psychology of influence
How to influence ethically, while staying true to yourself and your professionalism.
↓
4
Your value proposition
Why you, why this, why now: a clear case that speaks to your customers.
5
Proposing and presenting
Putting forward proposals and presenting them with confidence.
6
The commercials
Managing a pipeline and forecasting, so you can talk to the business with confidence about what’s coming in, and when.

≥ WHO WE WORK WITH

Engineering organisations we work with

Including Rolls-Royce and their Tier 1 and Tier 2 suppliers, and automotive brands.

≥ AN EXAMPLE

From operations to winning work

Senior Thermal, aerospace thermal systems

We worked with Senior Thermal’s new Head of Sales and his Tender and Bid Manager, supporting his move from Head of Operations into sales. Over nine months, they won their first pieces of business, and we now support them on a coaching basis.

≥ NEXT STEP

Win work your way, without the hard sell

Tell us about your team and the work you want to win. We’ll show you where to start.

Talk to us