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The secret is not WHAT you sell, but HOW you sell

Technical and product knowledge are necessary for success, but

sales skills complete the picture 

We offer a two-day workshop, Novation Selling for Technology Sales Reps, customized for tech reps, that has received rave reviews from everyone who has attended. Novation Selling for Technology Sales Reps will change your selling world, even if you've already had tons of training. No, especially if you've already had tons of training.

Most techs are well trained in their side of the business and can write code and setup networks with the best of them,  Does that mean they are effective at selling? 

Technical and product knowledge are important elements of success; however, sales skills complete the picture.  Don’t expect your technology sales reps to bring in more business with one hand tied behind their back.  Give them the skills they need to outsell your competition and dominate your marketplace.

How would you rate your technical sales reps in these areas?

• Differentiating themselves from competition
• Being realistic about what is a good opportunity and what is not
• Qualifying more effectively
• Utilizing a consistent sales process
• Translating "tech talk" into financial payback for the prospect
• Getting in front of more qualified prospects

For a complete sales team evaluation:

Call us: 336-689-2287

Novation Selling for Technology Sales Reps

It’s Broken, and Needs Fixing:

• Sales is not a dirty word and other attitudes that will shape your success
• How prospects buy and how they immediately put you at a disadvantage
• Traditional (product-pushing) selling and why it no longer works
• Why a sales process?
• The Novation Selling (problem solving) process, step by step

Sales is a People Business:

• Building trust – you can’t act like a salesperson
• Understanding personality styles and their significance in selling
• Orchestrating the opportunity and controlling the process

The Best Investigators Close the Most Business:

• Why people buy – the real reasons that nobody pays any attention to
• Questions – the tools of the successful seller’s trade
• Are you listening?
• Product knowledge – when and how to use it effectively
• Differentiating yourself from your competition
• Understanding the five points of the decision process
• The two tests each prospect must pass
• Letting the prospect close the sale
• Protecting the sale from the incumbent’s inevitable assault

Roadblocks and Landmines:

• Common objections
• Five fabulous tactics

Filling the Pipeline:

• Your new elevator speech
• Cold call and voice mail prospecting
• Endless referrals
• Focus on what you can control; forget the rest

What To Do When You Hit the Street on Monday:

• Implementing Novation Selling
• Cleaning up your pipeline

Reinforcement Training is Included

• 10 weeks of reinforcement and proficiency training
• Coach-on-call
• Novation Selling for Technology Sales Reps book

Who should attend?

• New technology sales managers who need a good foundation in selling
• Experienced lenders who need further training to get them to the next level

This is like no other training you’ve ever experienced. At the end of the two days, participants will know how to orchestrate the sales process, discover the buyer's motivation, differentiate their bank from the competition, ask much better questions, know who’s real and who’s shopping, and much more.

Our Guarantee 
If, at the end of the first day of training, you don’t feel like you’ll recoup your investment in the next 90 days (or sooner), we’ll refund your investment 100%…NO QUESTIONS ASKED.

The Investment

Scheduled Dates and Locations

  Call me to sign up today!

  336-689-2287