Corporate (B2B) + 10 Hours of live technical negotiations

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Welcome to Technical Sales - upstream oil & gas. First, this course is primarily designed for upstream oil & gas professionals. However, it will benefit most technical professionals regardless of their industries because the concepts covered in this course apply to most technical sales. 

The examples provided in the lectures are from upstream oil and gas, but non-oil & gas examples such as warehouse lights are also given to make the course more generic and understandable to a broader audience of technical professionals.

Welcome

INTRODUCTION

Before you think of anything else, you must know the solution you are going to present. This solution can be a product or service. Regardless of what it is, as a technical sales professional, you must absolutely understand what your solution is all about, its applications and its limitations.  

There are two product examples in this chapter: a hybrid drill bit and a downhole motor. The first lecture of the chapter covers the drill bit, and second lecture is about the downhole motor. Again, the gist is that before going in for a presentation, you must know at the very least the following about your product: the features, how the product works (the engineering principle) and the product value in the eyes of your prospect or customer.

Know your product 1 - hybrid drill bit

Know your product 2: downhole drilling motor

Quiz

Technical product or service presentation

FIRST THINGS FIRST

How to make a good first impression and steer your presentation or meeting with your prospect or customer in the intended direction.

Why you need an introduction

The structure of your presentation

Tell a story that resonates with your prospect

Upload your introduction

Improve your introduction

SETTING THE TONE

This section is about the importance of doing your homework before you meet your prospect in order to make the most of the meeting or presentation at your prospect's. You may well have just one shot!

Do your homework

Make sure your customer likes you

Why it is crucial that your prospect likes you

Have a clear purpose

Be ready to present anywhere!

Getting ready

GETTING READY

You've done your homework and rehearsed. You know the prospect's needs and therefore, the purpose of your presentation. Now, deliver it and be authentic. Try to close a sale if you have a one-one-meeting. Be assertive!

When does your presentation begin?

Articulate the value proposition of your solution

Connect with your customer

Establish your credibility as a technical sales professional

Establish your credibility with a business success story

Select a clear presentation design

Presenting data effectively

Close the sale in one-on-one presentations!

Comply with company policy

Presenting your solution 1

Present your solution

Presenting your solution 2

PRESENTING YOUR SOLUTION

Research your audience very well before your presentation, so that you have the appropriate register, technical level and style. Take control of your audience.

Four helpful tips to delivery your technical solutions

How to deal with a hostile audience

Two technical sales presentation blunders you must avoid

Useful tips for online presentations

DELIVERY & STYLE

The non-verbal communication will reveal cues about you even before you utter the first word. The audience will sense you most of the time. The good news is that if you rehearse several times on camera, get the instructor's feedback and act upon it, you will do just fine. Rehearse, rehearse, rehearse!

The face

Using your hands effectively

Using the stage, posture & motion effectively

Non-verbal communication

NON-VERBAL COMMUNICATION

The Q&A can be daunting. You seek your instructor's support or prep with a more experienced colleague or a mentor a couple of times before your presentation. Let them grill you and ask tough questions. If you do this, you will be surprised how easy the Q&A session will be.

Choose your Q&A style

Make the most out of your Q&A session

The Q&A session

THE QUESTIONS & ANSWERS SECTION

Do one full rehearsal of your presentation. Video record the presentation seek feedback and make self-assessment. Do one final rehearsal, if possible. Relax. You are ready to go!

Restate the value proposition of your solution

Make a clear call to action

Thank the audience & stakeholders

Wrapping up

WRAPPING UP

Closing message and certificate collection.

Final Assignment

Final word

CONCLUSION

This course will teach you how to:<ul><li>present your technical solution (product or service) clearly and concisely</li><li>deliver a “SOLUTIONS” presentation NOT a “CATALOG“ presentation</li><li>highlight how the features of your technical solution translate into benefits in the eyes of the prospect</li><li>Highlight the value proposition to your prospect</li><li>Deal with other stakeholders in the sales cycle</li><li>Learn how to establish rapport with your prospect and strengthen customer relationships</li><li>Give a clear call to action</li><li>Deal with a hostile audience </li><li>How to close a sale during a one-on-one presentation </li></ul>

As a technical sales professional, in this course, you will learn or improve your skills on how to present your solution to your prospect, showcase the features and highlight the benefits, address objections, deal with gatekeepers and close the sale.


Technical Sales - upstream oil & gas video course

Pat Akamba

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