Combined Sales Course Package

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For information on courses included in this bundle

Identify And Understand Your Customers

Focused on helping sales specialists transition into sales engineers, combining technical knowledge with strategic selling techniques, we’ll explore the ‘Seven Steps’ of the selling process, learning how to align each step with customer needs, from initial prospecting to closing the sale.

By defining the role of prospecting and uncovering valuable resources such as trade shows, industry databases, and online platforms, you’ll gain the tools to identify and target the right market segments. This course also provides insights into analysing customer preferences and leveraging client data, ensuring your approach is both strategic and customer focused.

Planning, Presenting And Closing

Focused on helping sales specialists transition into sales engineers, we will demonstrate adaptive, solution-based selling techniques to effectively transition from selling individual products to integrated lighting solutions. You will learn how to utilise technical knowledge to design and deliver persuasive presentations tailored to customer needs.

By formulating benefit-driven statements and SMART objectives to articulate value and drive customer decision-making during presentations, you will learn how to apply advanced prospecting methods to identify and nurture high-value opportunities, utilising existing customer relationships and diverse information sources.

Collaborate effectively with multidisciplinary teams including designers, engineers, and contractors, ensuring alignment on complex lighting projects; and develop and execute structured sales plans incorporating the 6 C’s of selling to approach both B2C and B2B markets strategically.