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Are Your Engineers Business Savvy ?
Your engineers are brilliant in the technical arena. But
nowhere in their schooling were they taught the importance
of the human side of the business where one wrong word or
comment can jeopardize an entire negotiation. Now give me
15 minutes on the phone and I’ll show you how to turn your
engineers into a powerful sales tool. You can reach me at
1.800.240.8734.
Smart companies are awaking to the fact that their engineers
have the power to multiply sales revenues through superior
customer relationships.
The problem, as a client recently told me: “I don’t know
that engineers know how to do that naturally.” They don’t.
It's another layer of skill. They have to be taught. And I teach them how - through a
systems approach that they can respect and use on the job
the very next day.
Turbo Charge Your Engineering Team!
Every client interaction can have a major financial impact
on your company. When your company’s existence is based
on building business and you are vulnerable to global competition,
you know the value of superior human relations.
And when
your engineers are in constant contact with your customers,
you know they have a lot of power to affect those relationships.
So how do you make your engineers aware of their profound
influence on the customer relationship? How do you get them
to recognize when negotiating tactics are being used against
them? How do you get them to have a business conversation
with CEOs? How do you get them to present their ideas and
influence decisions at all levels of the customer’s organization?
Above all: how
do you get them to understand that they are
an extension of the sales team,
that it isn’t just about
technology, and that every word they say affects price in
the customer’s mind?
Asian Communication
For companies with Asian markets and suppliers, there is
the additional challenge of communicating across a cultural
chasm. Technical expertise is important, but good intercultural
skills are critical.
How do your technical people bridge the divide? How do they
deal with the formalities and slow decision-making? Do they
hear “yes” and make the mistake of thinking they have been
understood? Once they pace themselves to Asian culture,
customs and thought processes, barriers to communication
dissolve. Superior, profitable, loyal, long-lasting relationships
ensue.
Think Your Engineers Can’t Sell?
I thought so too. Then, after 14 years as a corporate sales
trainer and consultant, I invited an international electronics
manufacturing firm to include engineers in the training
because their sales team was so small. One year later, they
reported almost doubling sales revenues — in spite of the
fact that two of their three salespeople, all sales
veterans, had left the firm and not
been replaced.
I felt I had to shift my focus. Working with engineers to
add a layer of expand their inter-personal tool kit became my life mission.
No other training investment you can make will yield a greater
return.
What Customers Are Saying . . .
Here are just a few comments from directors and managers
who have participated in my training programs:
“The investment has more than paid for itself in the past
year.”
“Our customers have more confidence in us. They talk to
us more. They hand us new business.”
“Your course…was like a magic pill that addressed a lot
of training needs with one broad brushstroke.”
“I now have total confidence in my team.”
“You will be gratified to know that the four people I sent
last week to Chester Karrass’ (2-day) Negotiation Skills
Training, Level 2, felt that they got more out of your one-day
training last year.”
“I never expected I would get this much from a seminar.”
“I never saw a course that presents so much. You’re operating
at a very high level. You’ve set that bar so high.”
Click here to read more
of what clients say.
Again, these are just a few of the powerful comments I receive
on a consistent basis, and they all reflect one of the most
basic truths about business today: When you take people
who have strong technical expertise and teach them the importance
of people skills – sales multiply. Customer loyalty increases.
Improved communication saves time and money.
Customized To Your Situation
As you know, one solution does not fit all. For that reason,
my program content is customized to your specific markets,
major clients, challenges and long-term strategic direction.
I constantly strive to keep materials current, and write
new content as customer needs arise.
With the proper training your engineers can be a powerful
part of your sales team and give you an edge on your competition.
I know. I’ve trained hundreds of engineers to do just that.
Are my methods right for you and your company? The best
way to know is for us to explore this question together.
If, by now, you think this might be right for your company,
I will gladly give you 15 minutes of my time and invite
you to call me at 1-800-240-8734.
Mia Doucet
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Your course filled my team’s training needs very well. It
was like a magic pill that addressed a lot of training needs
with one broad brushstroke.
Still, I had not intended
to attend your sessions. When I came to the first session,
I was very skeptical. But I was captured in the first hour.
The course was flowing with new ideas. You have a lot of
content in each session. Your work is rich in ideas and
your thoughts are full of new approaches that have a lot
of substance behind them. Everything interrelates.
I never expected I would
get this much from a seminar. It's a whole new territory,
including questioning strategy. When I read your material
on doing business with Asians, I wished that I had known
this information sooner. I could have avoided some mistakes
and saved time getting the initial contract in Korea. And
the section on Interpersonal Styles was captivating. Now
I use it all the time.
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