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Sales Training Courses for Engineers and TechiesCorporate Headquarters Frisco, Texas, specializes in Internet technology used by telecommunications companies and fixed, mobile and cable service providers that sends phone calls over the Internet around the world across over 600 networks, including two-thirds of the world’s largest service provider networks spanning more than 80 countries.

GENBAND has research and development facilities in Canada, China, Massachusetts, North Carolina, and Texas. Genband recently purchased Nortel’s CVAS business and technology.

Dr Dorit Columbus, Ahmed Hamdani, Anna Lapshina – three of the delegates at GENBAND, Maidenhead UK ‘Selling for Engineers seminar

"Presenter’s style kept people’s attention by breaking into workshops / role-play to illustrate points. I have identified areas where I can improve my presentation and techniques in meetings to be more effective."

"A useful introduction to sales techniques and strategies for people with an engineering-led background and experiences."

"Nice guy, very open and made you feel comfortable. Lots of brainstorming with your colleagues . . .Good and easy concepts used during the sessions that can be applied to daily job."

"A pleasant seminar, very helpful to get some fresh ideas to use in daily life to improve inter-personal relationships to perform better at work and eventually to get more sales!"

"Very interactive, lots of personal experience delivered. The seminar provided a broad range of aspects of sales work, covering different types of sales. A lot of experience has been shown and illustrated the cases. Practical exercises helped to get a firm grip on do’s and don’ts."

"Best of all I liked the practical exercises which helped a lot to understand the course material. Course is very good as an initial step in sales. Good way of delivering information – knowledge through fun."

"The seminar was very practical, with many exercises getting us to realize the benefits of the techniques and put them to the test. Would be good to make the course longer – one day extra."

"Realisation that sales is within us and that with some guidance engineers can make a huge difference to the sales cycle by adapting our approach to customer interaction."

"Relaxed atmosphere allowing easy discussions. Presentation section was very useful to me. I needed to clarify that in my own mind and your session did that. An excellent introduction to sales held in an easy atmosphere."

"Introduction to the fundamentals of sales techniques based on the teacher’s own experience (as opposed to MBA type of academic studies)."

I’ve just downloaded your 2 manuals, How to hire a good Technical Salesman and Sales prospecting for Engineers.

May I say how delighted we have been with your manuals and how effective we find the content.

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."

Robert Seviour teaches sales skills to engineers, technical people and a diverse range of industry delegates at his ‘Selling for Engineers’ seminars.

‘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 how many new orders I was bringing in, 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 ‘Power Frequency Heating Ltd. in the London suburbs. This company produced ‘pre-start heaters’ for emergency vehicles and large trucks and other equipment operating in cold climates. Customers included Dennis Fire Engines, Carmichael Ambulances, Caterpillar Vehicles, Petter Engines and Rolls Royce cars.

Later he formed a 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 flue gas secondary 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 help a UK scientific organisation develop good technical sales. This business was an installer of microwave communications equipment, the personnel were all engineers with no experience of sales. Robert coached them in the… Read more…

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