Because of the mounting pressure facing salespersons in today’s landscape, this challenging profession is becoming even more competitive. But many sales professionals don’t have the necessary sales training and understanding of the fundamentals of selling.

This intensive, highly interactive two-day introduction to the art of selling will equip those new to sales as well as seasoned professionals looking to refresh their skills. You’ll be prepared with the tools and techniques you need to achieve sales success and improve performance. Elevate your role from sales professional to trusted adviser as you practice a consultative selling and solutions-based approach in selling your product or service. Role playing of both the salesperson and the prospect is an integral part of the learning process.


Date: April 10-11, 2018 (Must be present both days)
Time: 8 a.m. – 4:30 p.m. 
PDHs: 16 | CEUs: 1.6
Price: $1,955

Immediate take aways

  • Gain access to a fundamental sales methodology
  • Build confidence in selling yourself and your product/services
  • Leverage techniques to meet your prospects objections to advance the sale
  • Use closing techniques to help you win the sale
  • Understand the strengths and challenges of your behavioral style

Who should attend

  • Engineers: New or in current sales roles
  • Supervisors/Managers/Directors of engineers and/or engineering departments
  • Sales engineers
  • Sales staff with customer or field responsibilities
  • Sales support

How you will benefit

  • Ability to demonstrate various sales methodologies
  • Leverage a consistent process to customize your sales presentation using the features, advantages and benefits of your product or service
  • Self-check your own delivery style and adapt it to your audience
  • Increase your self-confidence as a sales professional
  • Better understand how to be comfortable interacting with sales professionals

Upon completion, you will be able to

  • Actively listen and ask pertinent questions
  • Uncover customer needs and wants
  • Execute exceptional customer communication and follow-up
  • Understand the concept of consultative sales and apply this ethic in sales relationships
  • Become more self-motivated and a strong manager of multiple priorities
  • Develop a strategy to identify and develop a pipeline for new business development
  • Manage and understand risk in the sales process
  • Negotiate based on the value provided
  • Employ persuasive techniques effectively

Milwaukee School of Engineering reserves the right to revise at any time, without notice, any and all programs, fees and costs stated herein in accordance with the best academic and industrial standards as recommended by its advisory committees. The right also is reserved to cancel any course or subject at any time because of insufficient registration or other valid reason.