Sales Training Manuals
Articles on Selling
About Robert Seviour
One-On-One Sales Coaching
Custom Sales Training Manuals
The Selling for Engineers Manual
57 A4 (US letter size)
pages, many illustrations.
The importance of sales
The symptoms of weak sales ability
Comparison of a 'sales-led' versus a 'product-led' company
An ethical approach to sales
Should we hire a science graduate and train him/her to sell?
The reason why most 'techies' are not 'natural' sales people
What 'techies' really think about selling - the negative stereotype
The personality traits needed for sales
Sales basics for beginners
The 'Old Way' of selling versus the 'New Way'
When your are the customer, what do you look for in a salesperson?
Why does anybody buy anything? A fundamental understanding
The 'ideal' sales personality
How to prospect for new business
Prospecting methods - mail, phone, visits, email, fax, exhibitions,
How to write an effective sales letter
What to say on the phone
'Qualifying' the prospect
Dealing with common problems
Meeting the prospect - the sales interview
How to deal with different personality types
Discovering the buying motivations
Two key words to obtain strategic information
The sales presentation
A 4 stage formula which gives you the best chance of success
The trap of the friendly, helpful buyer
Presenting to academics and experts
Asking for the order
Closing the sale
Seven classic closes
Good answers to difficult objections, including
- 'It's too expensive'
- 'I'm getting other quotes'
- We're happy with our existing supplier'
- 'I want to think about it'
Dealing with 'difficult' buyers
- The aggressive/dominant type
- Indecisive people
Common reasons for lack of sales success - and what to do about them
Building your confidence
Self-limiting beliefs and how to neutralise them
How to stay motivated
The only way to get out of a 'slump'
Self-limiting beliefs and your 'Circle of Influence'
A refresher for older / experienced sales people
Guiding principles for Sales Managers
How to win repeat business.
How to grow fast but stay successful long-term
The reasons for the rise and fall of companies
The 'Sales Process Flow Chart'
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I guarantee that you will like my books.
If you don't agree, I will refund your money immediately, without
your company last do some sales training?
about the Selling for Engineers manual
I recently downloaded your
book Selling for Engineers, which I found very useful.
I'd like to get a copy of
"Sales Prospecting for Engineers" .
Executive, Brisbane, Australia.
company policy doesn't permit me to say who he is or the
corporation he works for, but when you think of the oldest and
biggest computer company in the world, which one comes to mind?)
* * *
Dear Mr. Seviour
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!
Congratulations on the
Bentley, PJB Business Development
* * *
. . . . The price is
absolutely reasonable. . . .
* * *
We were delighted with the manuals.
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
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.
Colin Dawson, Managing
Director, Daletech Electronics Ltd
"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."
Managing Director, Starret Precision Optical Ltd.