Our new worldwide dates are now available
Robert Seviour
bush-hacking@earth.li
Thu, 13 Nov 2003 20:03:56 -0000
This is a multipart MIME message.
--= Multipart Boundary 1113032003
Content-Type: text/plain;
charset="ISO-8859-1"
Content-Transfer-Encoding: 8bit
Closing Techniques Workshop
One day workshop
What if the customer says:
· · ‘It’s too expensive’
· · ‘We’re happy with our present supplier’
· · ‘I want to think about it’
Can you handle these common objections?
By far the most efficient way to be more profitable is to turn more of the enquiries you receive into paid orders. For this, the ability to resolve objections is critical - either you close or you lose the sale.
And if you answer ‘How much discount will you give me?’ with: ‘I’ll ask my boss’, you waste profit, which could be yours with a better reply.
In only a day I will teach you techniques which overcome these objections and more. You will be able to use them immediately to win profitable orders.
There is no need to lose business to your competitors or give big discounts.
Fee for this event is £300.
Selling for Engineers
One-day Seminar
The Selling for Engineers seminar is a good introduction to effective sales principles for people who are new to selling, and also a useful refresher for ‘old hands’. It applies to selling both technical products and intangible services.
Many Sales Engineers have been learning the technical skills of their job for years but have had little formal training in selling. This course helps correct that imbalance.
Typical job titles of delegates: Sales Engineer, Account Executive and Business Development Manager.
Fee for this event is £300.
Telephone Sales Prospecting for Engineers
One-day Workshop
This event is a practical workshop teaching people in technical companies how to find new customers on the phone. It is applicable to business development for both tangible products and intangible services. The first session addresses whom to target, what to say and how to handle problems. The remainder of the day consists of live sales calls with coaching from Robert Seviour; the objective being to give delegates some positive experiences of prospecting, make sales appointments and maybe sell something!
Please note that this telephone sales prospecting event is restricted to a maximum of six delegates to permit individual coaching.
Fee for this event is £300.
If you have never had any formal sales training or need a refresher, don’t continue to work at a disadvantage.
Reservations and information
Please contact Sue on:
Tel: +44(0)1481 720 294 Fax: +44(0)1481 720 317
If sales training is not an issue for your company please reply to this email with the word “DELETE” in the subject line. We will remove your details promptly.
--= Multipart Boundary 1113032003
Content-Type: text/html;
charset="ISO-8859-1"
Content-Transfer-Encoding: 8bit
<!DOCTYPE HTML PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN">
<HTML><HEAD>
<META http-equiv=Content-Type content="text/html; charset=windows-1252">
<META content="MSHTML 6.00.2800.1264" name=GENERATOR>
<STYLE>BODY {
FONT-FAMILY: arial
}
</STYLE>
</HEAD>
<BODY>
<DIV>
<P class=MsoBodyText style="MARGIN: 6pt 0cm 0pt; TEXT-ALIGN: center"
align=center><B style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 18pt; FONT-STYLE: normal; mso-bidi-font-style: italic">Closing
Techniques Workshop<?xml:namespace prefix = o ns =
"urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></B></P>
<P class=MsoBodyText style="MARGIN: 6pt 0cm 0pt; TEXT-ALIGN: center"
align=center><SPAN style="FONT-STYLE: normal; mso-bidi-font-style: italic">One
day workshop<o:p></o:p></SPAN></P>
<P class=MsoNormal
style="MARGIN: 12pt -34.7pt 12pt -9pt; TEXT-INDENT: 9pt; mso-outline-level: 5; mso-layout-grid-align: none; punctuation-wrap: simple"><B
style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 17pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt">What if
the customer says:<o:p></o:p></SPAN></B></P>
<P class=MsoNormal
style="MARGIN: 0cm 0cm 0pt 68.05pt; TEXT-INDENT: -19.85pt; tab-stops: list 68.05pt; mso-list: l0 level1 lfo1"><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol"><SPAN
style="mso-list: Ignore">·<SPAN
style="FONT: 7pt 'Times New Roman'">
</SPAN></SPAN></SPAN><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold">·</SPAN><SPAN
style="FONT-SIZE: 7pt; mso-bidi-font-weight: bold"><FONT
face="Times New Roman">
</FONT></SPAN><B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">‘It’s too
expensive’<o:p></o:p></SPAN></B></P>
<P class=MsoNormal
style="MARGIN: 0cm 0cm 0pt 68.05pt; TEXT-INDENT: -19.85pt; tab-stops: list 68.05pt; mso-list: l0 level1 lfo1"><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol"><SPAN
style="mso-list: Ignore">·<SPAN
style="FONT: 7pt 'Times New Roman'">
</SPAN></SPAN></SPAN><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold">·</SPAN><SPAN
style="FONT-SIZE: 7pt; mso-bidi-font-weight: bold"><FONT
face="Times New Roman">
</FONT></SPAN><B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">‘We’re happy
with our present supplier’<o:p></o:p></SPAN></B></P>
<P class=MsoNormal
style="MARGIN: 0cm 0cm 0pt 68.05pt; TEXT-INDENT: -19.85pt; tab-stops: list 68.05pt; mso-list: l0 level1 lfo1"><SPAN
style="FONT-FAMILY: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol"><SPAN
style="mso-list: Ignore">·<SPAN
style="FONT: 7pt 'Times New Roman'">
</SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: Symbol">·</SPAN><SPAN
style="FONT-SIZE: 7pt"><FONT
face="Times New Roman">
</FONT></SPAN><B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">‘I want to
think about it’</SPAN></B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Can you handle these common
objections?<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 6pt 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">By far the most efficient way to be more profitable
is to turn more of the enquiries you receive into paid orders.<SPAN
style="mso-spacerun: yes"> </SPAN>For this, the ability to resolve
objections is critical - either you close or you lose the
sale.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 6pt 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">And if you answer ‘How much discount will you give
me?’ with: ‘I’ll ask my boss’, you waste profit, which could be yours with a
better reply.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><SPAN
style="mso-spacerun: yes"> </SPAN><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm -16.7pt 0pt 0cm"><SPAN
style="FONT-FAMILY: Arial">In only a day I will teach you techniques which
overcome these objections and more. You will be able to use them immediately to
win profitable orders.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">There is no need to lose business to your competitors
or give big discounts. <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 10pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Fee for this event is £300</SPAN><SPAN
style="FONT-SIZE: 10pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt">.
<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B><SPAN
style="FONT-SIZE: 18pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B><SPAN style="FONT-SIZE: 18pt; FONT-FAMILY: Arial">Selling for
Engineers<o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 6pt; TEXT-ALIGN: center"
align=center><SPAN style="FONT-FAMILY: Arial">One-day
Seminar<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">The Selling for Engineers seminar is a good
introduction to effective sales principles for people who are new to selling,
and also a useful refresher for ‘old hands’.<SPAN
style="mso-spacerun: yes"> </SPAN>It applies to selling both technical
products and intangible services.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Many Sales Engineers have been learning the technical
skills of their job for years but have had little formal training in
selling.<SPAN style="mso-spacerun: yes"> </SPAN>This course helps correct
that imbalance.<SPAN style="mso-spacerun: yes">
</SPAN><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Typical job titles of delegates: Sales Engineer,
Account Executive and Business Development Manager.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Fee for this event is £300.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B><SPAN style="FONT-SIZE: 18pt; FONT-FAMILY: Arial">Telephone
Sales Prospecting for Engineers<o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 6pt; TEXT-ALIGN: center"
align=center><SPAN style="FONT-FAMILY: Arial">One-day
Workshop<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 6pt 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">This event is a practical workshop teaching people in
technical companies how to find new customers on the phone.<SPAN
style="mso-spacerun: yes"> </SPAN>It is applicable to business development
for both tangible products and intangible services.<SPAN
style="mso-spacerun: yes"> </SPAN>The first session addresses whom to
target, what to say and how to handle problems.<SPAN
style="mso-spacerun: yes"> </SPAN>The remainder of the day consists of
live sales calls with coaching from Robert Seviour; the objective being to give
delegates some positive experiences of prospecting, make sales appointments and
maybe sell something!<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><SPAN
style="FONT-FAMILY: Arial">Please note that this telephone sales prospecting
event is restricted to a maximum of six delegates to permit individual
coaching.<o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Fee for this event is £300.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 10pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><SPAN
style="FONT-FAMILY: Arial">If you have never had any formal sales training or
need a refresher, don’t continue to work at a disadvantage</SPAN></B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">.
<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><o:p><FONT
face="Times New Roman"> </FONT></o:p></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><I><SPAN
style="FONT-FAMILY: Arial">Reservations and
information<o:p></o:p></SPAN></I></B></P>
<P class=MsoHeader style="MARGIN: 0cm 0cm 0pt; tab-stops: 36.0pt"><SPAN
style="FONT-FAMILY: Arial">Please contact Sue on: <o:p></o:p></SPAN></P>
<P class=MsoHeader style="MARGIN: 0cm 0cm 0pt; tab-stops: 36.0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 14pt; FONT-FAMILY: Arial">Tel:<SPAN
style="mso-spacerun: yes"> </SPAN>+44(<SPAN
style="mso-bidi-font-weight: bold">0)1481 720 29</SPAN>4<SPAN
style="mso-spacerun: yes"> </SPAN>Fax: +44(<SPAN
style="mso-bidi-font-weight: bold">0)1481 720
317<o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 14pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></B></P>
<P class=MsoBodyText style="MARGIN: 6pt 0cm 0pt"><EM>If sales training is not an
issue for your company please reply to this email with the word “DELETE” in the
subject line.<SPAN style="mso-spacerun: yes"> </SPAN>We
will remove your details promptly.</EM></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><o:p><FONT
face="Times New Roman"> </FONT></o:p></P></DIV></BODY></HTML>
--= Multipart Boundary 1113032003--