Sales Training specifically for Engineers, Scientists & Techies
Courses, Workshops and Manuals by Robert Seviour
The (Sales) Prospecting for Engineers Manual
Sales-led companies (most of them in non-techie sectors) use prospecting as their standard way of developing business because it is simple and has been proven effective over decades. But very few technical organisations have followed this example. That’s a shame because the method works for any activity and it can deal with some otherwise difficult problems:
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If your business has times when there’s too much work and others when there isn’t enough, prospecting can regulate the workflow and make it more manageable.
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It can improve the profitability of the jobs you win and increase the proportion of quotes that turn into orders
Competent prospecting gives you a potent advantage in competitive markets.
The reason ‘techie’ companies don’t do
much prospecting is mostly because they don’t realise its potential
and they are deterred by an inaccurate view of what it entails.
If you have been reluctant to start prospecting, I sympathise. There
was a time when the idea had little appeal for me, but after having
done many years of it, I’ve changed my mind completely. It really
does work extremely well and if you go about it professionally, it’s
not hard.
I won’t wish you good luck, because if ever there was a field where
it’s true, in prospecting, you make your own. This manual explains
how.
Chapters
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Foreword
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Why prospect?
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Identify your target.
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Make a list or database of prospects.
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Plan your prospecting campaign.
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Give your offer impact.
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Deliver the message.
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This technique gets you the best prospects.
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A simple way to get started.
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Read the prospect’s mind with powerful questions
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Presenting your offer with impact.
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Make follow up calls which pay.
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Effective answers to prospecting problems.
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Tune your operation by keeping records
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True stories
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100 Ways to Find New Business.
The 'Sales Prospecting for Engineers
Manual' comes in Adobe Acrobat (.pdf) format.
When your credit card is authorized you will receive an order confirmation via email and instant access to download your manual from the web. Download time on 512k broadband is ca. 40 seconds.
A charge of $37.00 USD United States Dollars (equal to approx £26 GBP) will appear on your credit card statement. Sales tax is in addition in some countries. There are no other charges.
Once you press the order link below you will be able to download immediately.
Click here to order 'Sales Prospecting for Engineers'
I guarantee that you will like my books. If you don't agree, I will refund your money immediately, without question.
There is a discounted package price of $97 USD for all four titles of these sales development manuals. Click on the links for details of each manual.
How to Hire a Good Technical Salesman
How to Create Powerful Technical Sales Literature
A charge of $97.00 USD United States Dollars (equal to approx £67 GBP) will appear on your credit card statement. Sales tax is in addition in some countries. There are no other charges.
Once you press the order link below you will be able to download immediately.
If you come to one of my seminars, you can deduct the price of any manuals you have bought from the seminar price.
When did your company last do some sales training?
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Comments about the Selling for Engineers manuals I recently downloaded your book Selling for Engineers, which I found very useful. I'd like to get a copy of "Sales Prospecting for Engineers" . IT Executive, Brisbane, Australia. (His company policy doesn't permit me to say who he is or the corporation he works for, but when you think of the oldest and biggest computer company in the world, which one comes to mind?)
* * * Dear Mr. Seviour I have just read your two books, "Selling for Engineers" and "How to Create Powerful Technical Sales Literature". I found them both full of extremely wise pointers and comments. I believe the principles presented by the books are absolutely right! Congratulations on the books. Paul Bentley, PJB Business Development
* * * . . . . The price is absolutely reasonable. . . . Rolf K. Bratli * * * Dear Robert, We were delighted with the manuals. At our last marketing meeting I said that I was so pleased that I would be getting in touch with you. It was the realisation that you are not a large company but a small company that has put an awful lot of effort into a very good product. I took your manuals into the first marketing meeting and left it with them. At the second review meeting the Production Director found them so good that he couldn"t put them down. The conscience consideration (we could have quite easily put it through the automatic copier and then sent them back to you with a note saying we are not interested) was not allowed by virtue of the fact that they were so good and we were delighted with them. When you are driving a company forward some tools are useful and some are essential. These manuals are not only good value for money but they fill all the gaps we have been looking for. Colin Dawson, Managing Director, Daletech Electronics Ltd "I recently read a book entitled Prospecting for Engineers by Robert Seviour. It was written in simple, plain English and made a lot of sense from a practical point of view (totally the opposite to a lot of theoretical business books I have tried to read). I got the impression he is a very, practical, down to earth sort of guy."
Mark Robinson, Managing Director, Starret Precision Optical Ltd.
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