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<P class=MsoBodyText style="MARGIN: 6pt 0cm 0pt; TEXT-ALIGN: center"
align=center><B style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 18pt; FONT-STYLE: normal; mso-bidi-font-style: italic">Closing
Techniques Workshop<?xml:namespace prefix = o ns =
"urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></B></P>
<P class=MsoBodyText style="MARGIN: 6pt 0cm 0pt; TEXT-ALIGN: center"
align=center><SPAN style="FONT-STYLE: normal; mso-bidi-font-style: italic">One
day workshop<o:p></o:p></SPAN></P>
<P class=MsoNormal
style="MARGIN: 12pt -34.7pt 12pt -9pt; TEXT-INDENT: 9pt; mso-outline-level: 5; mso-layout-grid-align: none; punctuation-wrap: simple"><B
style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 17pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt">What if
the customer says:<o:p></o:p></SPAN></B></P>
<P class=MsoNormal
style="MARGIN: 0cm 0cm 0pt 68.05pt; TEXT-INDENT: -19.85pt; tab-stops: list 68.05pt; mso-list: l0 level1 lfo1"><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol"><SPAN
style="mso-list: Ignore">·<SPAN
style="FONT: 7pt 'Times New Roman'">
</SPAN></SPAN></SPAN><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold">·</SPAN><SPAN
style="FONT-SIZE: 7pt; mso-bidi-font-weight: bold"><FONT
face="Times New Roman">
</FONT></SPAN><B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">‘It’s too
expensive’<o:p></o:p></SPAN></B></P>
<P class=MsoNormal
style="MARGIN: 0cm 0cm 0pt 68.05pt; TEXT-INDENT: -19.85pt; tab-stops: list 68.05pt; mso-list: l0 level1 lfo1"><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol"><SPAN
style="mso-list: Ignore">·<SPAN
style="FONT: 7pt 'Times New Roman'">
</SPAN></SPAN></SPAN><SPAN
style="FONT-FAMILY: Symbol; mso-bidi-font-weight: bold">·</SPAN><SPAN
style="FONT-SIZE: 7pt; mso-bidi-font-weight: bold"><FONT
face="Times New Roman">
</FONT></SPAN><B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">‘We’re happy
with our present supplier’<o:p></o:p></SPAN></B></P>
<P class=MsoNormal
style="MARGIN: 0cm 0cm 0pt 68.05pt; TEXT-INDENT: -19.85pt; tab-stops: list 68.05pt; mso-list: l0 level1 lfo1"><SPAN
style="FONT-FAMILY: Symbol; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol"><SPAN
style="mso-list: Ignore">·<SPAN
style="FONT: 7pt 'Times New Roman'">
</SPAN></SPAN></SPAN><SPAN style="FONT-FAMILY: Symbol">·</SPAN><SPAN
style="FONT-SIZE: 7pt"><FONT
face="Times New Roman">
</FONT></SPAN><B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">‘I want to
think about it’</SPAN></B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'"><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Can you handle these common
objections?<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 6pt 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">By far the most efficient way to be more profitable
is to turn more of the enquiries you receive into paid orders.<SPAN
style="mso-spacerun: yes"> </SPAN>For this, the ability to resolve
objections is critical - either you close or you lose the
sale.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 6pt 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">And if you answer ‘How much discount will you give
me?’ with: ‘I’ll ask my boss’, you waste profit, which could be yours with a
better reply.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><SPAN
style="mso-spacerun: yes"> </SPAN><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm -16.7pt 0pt 0cm"><SPAN
style="FONT-FAMILY: Arial">In only a day I will teach you techniques which
overcome these objections and more. You will be able to use them immediately to
win profitable orders.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">There is no need to lose business to your competitors
or give big discounts. <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 10pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Fee for this event is £300</SPAN><SPAN
style="FONT-SIZE: 10pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt">.
<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B><SPAN
style="FONT-SIZE: 18pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B><SPAN style="FONT-SIZE: 18pt; FONT-FAMILY: Arial">Selling for
Engineers<o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 6pt; TEXT-ALIGN: center"
align=center><SPAN style="FONT-FAMILY: Arial">One-day
Seminar<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">The Selling for Engineers seminar is a good
introduction to effective sales principles for people who are new to selling,
and also a useful refresher for ‘old hands’.<SPAN
style="mso-spacerun: yes"> </SPAN>It applies to selling both technical
products and intangible services.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Many Sales Engineers have been learning the technical
skills of their job for years but have had little formal training in
selling.<SPAN style="mso-spacerun: yes"> </SPAN>This course helps correct
that imbalance.<SPAN style="mso-spacerun: yes">
</SPAN><o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Typical job titles of delegates: Sales Engineer,
Account Executive and Business Development Manager.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Fee for this event is £300.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B><SPAN style="FONT-SIZE: 18pt; FONT-FAMILY: Arial">Telephone
Sales Prospecting for Engineers<o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 6pt; TEXT-ALIGN: center"
align=center><SPAN style="FONT-FAMILY: Arial">One-day
Workshop<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 6pt 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">This event is a practical workshop teaching people in
technical companies how to find new customers on the phone.<SPAN
style="mso-spacerun: yes"> </SPAN>It is applicable to business development
for both tangible products and intangible services.<SPAN
style="mso-spacerun: yes"> </SPAN>The first session addresses whom to
target, what to say and how to handle problems.<SPAN
style="mso-spacerun: yes"> </SPAN>The remainder of the day consists of
live sales calls with coaching from Robert Seviour; the objective being to give
delegates some positive experiences of prospecting, make sales appointments and
maybe sell something!<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><SPAN
style="FONT-FAMILY: Arial">Please note that this telephone sales prospecting
event is restricted to a maximum of six delegates to permit individual
coaching.<o:p></o:p></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial">Fee for this event is £300.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 8pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-SIZE: 10pt; FONT-FAMILY: Arial; mso-bidi-font-size: 12.0pt"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><SPAN
style="FONT-FAMILY: Arial">If you have never had any formal sales training or
need a refresher, don’t continue to work at a disadvantage</SPAN></B><SPAN
style="FONT-FAMILY: Arial; mso-bidi-font-family: 'Times New Roman'">.
<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN
style="FONT-FAMILY: Arial"> <o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><o:p><FONT
face="Times New Roman"> </FONT></o:p></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><B><I><SPAN
style="FONT-FAMILY: Arial">Reservations and
information<o:p></o:p></SPAN></I></B></P>
<P class=MsoHeader style="MARGIN: 0cm 0cm 0pt; tab-stops: 36.0pt"><SPAN
style="FONT-FAMILY: Arial">Please contact Sue on: <o:p></o:p></SPAN></P>
<P class=MsoHeader style="MARGIN: 0cm 0cm 0pt; tab-stops: 36.0pt"><SPAN
style="FONT-FAMILY: Arial"><o:p> </o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 14pt; FONT-FAMILY: Arial">Tel:<SPAN
style="mso-spacerun: yes"> </SPAN>+44(<SPAN
style="mso-bidi-font-weight: bold">0)1481 720 29</SPAN>4<SPAN
style="mso-spacerun: yes"> </SPAN>Fax: +44(<SPAN
style="mso-bidi-font-weight: bold">0)1481 720
317<o:p></o:p></SPAN></SPAN></B></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: center"
align=center><B style="mso-bidi-font-weight: normal"><SPAN
style="FONT-SIZE: 14pt; FONT-FAMILY: Arial"><o:p> </o:p></SPAN></B></P>
<P class=MsoBodyText style="MARGIN: 6pt 0cm 0pt"><EM>If sales training is not an
issue for your company please reply to this email with the word “DELETE” in the
subject line.<SPAN style="mso-spacerun: yes"> </SPAN>We
will remove your details promptly.</EM></P>
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