• Understand the challenges and opportunities found in the technology sector
• Utilize proven sales strategies to build call volume and improve closing ratios
• Focus on the advantage of long-term product or service value over low cost
• Understand how to deal with different sales structures
• Work with the needs of different buyer types within an organization
• Build chemistry with customers
• Quantify post-sales costs such as maintenance, support or customization
• Bundle technology products and services to increase customer value
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Adjust their sales approach based on buyer behavior in person or on the phone
• Identify problem areas and potential solutions
• Create personal Feature, Advantage, Benefit statements
• Develop an advantage over other high tech companies and competitive products
• Assess personal sales performance following each customer interaction
• Understand how to use a Consultative Selling Process
• Cold call to build a strong sales pipeline
• Handle the most common sales objections and close the sale

The technology industry has seen its fair share of ups and downs in the past decade. From the gilded days of the Internet-driven technology boom to the lean times encountered after the technology bubble burst, companies in the technology sector have had to deal with a Jekyll and Hyde business environment. Fortunately, it appears as if the tide has turned and business conditions are once again on the rise. With an economic recovery in full swing, it is more important than ever for high tech companies to take advantage of existing market conditions to tap into new markets and increase sales. Those who react slowly are destined to suffer as stronger and more nimble competitors secure customer accounts and lucrative contracts. High tech sales reps need to utilize more effective sales strategies to compete in increasingly crowded software, hardware and service sectors. Our High-Tech Sales Skills training seminar is designed to provide both new and seasoned technology sales professionals with established sales skills and communication tools rarely found in other training seminars.

Based on the use of a value-driven consultative sales approach, our High Tech Sales Skills training seminar provides essential sales strategies and proven methodologies to increase numbers for sales reps, regardless of product or service. Central to the learning process is a comprehensive analysis of customer buyer types, communication, behavior and their effect on the sales process. Account managers and other sales professionals will benefit from this analysis as skills can be used in person or on the telephone. Time is also spent on the sales process and the ability to steer calls towards appropriate product and service recommendations and solutions. Cold calling and closing techniques are also covered throughout this training seminar. This highly participatory course provides sales reps with numerous opportunities to put learned skills into use via simulation sessions, role plays, group exercises, activities, Q&A sessions and lectures. These activities are designed to increase knowledge transfer and reinforce knowledge retention. With these skills in hand, high tech sales reps will be able to focus on blowing out their quota and reaching club.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.