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!
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.
"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."
Clients have included aerospace engineering ? Jetstream Aircraft, and scientific organisations such as the UK National Weights and Measures Laboratory, based near the National Physical Laboratory at Teddington, Middlesex and in the energy sector, Scottish Power in East Kilbride.
In Aberdeen, Scotland, the principal centre for the UK oil and gas industry, I have been proud to work with Performance Improvements, Pi, who have grown from a handful of engineering consultants in one building to a sizeable group with offices throughout the UK. Managing Director Steve Wright believes in the value of relevant sales training, and the rapid growth of his company (recently purchased by AMEC) demonstrates its effectiveness.
"It takes no time at all to realise there are benefits to be had from this presentation". Ken Wright, Wright Associates.
Robert Seviour teaches sales skills to engineers, technical people and a diverse range of industry delegates at his ?Selling for Engineers? seminars.
It?s been a long journey from the beginning of his career as a ?hands-on? mechanical engineer.
?I probably would have stayed in engineering if a friend had not talked me into joining a direct sales organisation. There it was all different ? what counted was sales figures, not technical matters. It was a whole new world to me. To my surprise I enjoyed selling and was good at it. There?s nothing like the buzz you get when you bring in a big order."
Robert began his working life at a company called ?Power Frequency Heating Ltd. in the London suburbs. This company produced ?pre-start heaters? for vehicles operating in cold climates and emergency vehicles. Customers included Dennis Fire Engines, Carmichael Ambulances, Caterpillar Vehicles and Rolls Royce cars. Later he formed his own sales-led business ?Robert Seviour ? Energy Control Systems? which installed ?smart? heating controls for large houses and small commercial premises. An offshoot of this activity was to design and fit solar heating systems for domestic hot water plus a few interesting ?one-offs? which included secondary flue gas heat exchangers for larger domestic boilers.
In 1988 Robert sold the business and accepted an invitation to become North American agent for Structural Polymer Systems, a manufacturer of epoxy adhesives and composite materials. He re-located to Vancouver, Canada and developed from zero a client base of users of this company?s products. The job involved finding new customers and teaching them how to use these advanced materials.
Five years later he was asked to return to the UK and help a scientific organisation develop good technical sales. This business was an installer of high-tech communications equipment, the personnel were all engineers with no experience of sales. Robert coached them in the process of customer acquisition / business development.
The success of this operation led to an invitation by other companies within the Thorn group to repeat the same sales course with their divisions. For a year Robert travelled throughout the UK bringing weekly coaching sessions to Thorn engineers and salespeople. The products Thorn supplied included security systems and the design of aerospace equipment. The demand for sales training within technical companies, or sales for engineers, was strong and Robert, trading as Stick + Carrot Sales Training, ran courses for large and small organisations throughout the UK, Europe and the USA. There were many well known companies, including Schlumberger, British Aerospace, IBM and Scottish Power. Since 1993 he has presented the sales engineer training course ?Selling for Engineers? over 600 times.
The personality traits needed for sales How to take your engineers and make them into your sales force
The ?Selling for Engineers Manual? is supplied as an electronic file in Adobe Acrobat (.pdf) format which you print yourself. When your credit card is authorized you will receive an order confirmation via email and instant access to download your manual from the web.
A charge of $37.00 USD United States Dollars (equal to approx ?24 GBP) will appear on your credit card statement. Sales tax is in addition in some countries. There are no other charges.
I guarantee that you will like my books. If you don?t agree, I will refund your money immediately, without question.
These four manuals, priced individually at $37, give you all the strategies you need for success in technical sales. Download all four of these technical sales development manuals now for the discounted price of? Read?more?
Source: http://hotreviews.com/sales-training-for-engineers/
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