SALES FUNDAMENTALS FOR PROJECT MANAGERS
In today’s competitive market, the ability to sell effectively is crucial for the success of any professional services firm. Project Managers and Project Engineers, who traditionally focus on technical execution and project delivery, often find themselves needing to engage in sales activities to secure new business and ensure client satisfaction. This comprehensive 12-week Sales Training Program is specifically designed to equip Project Managers and Project Engineers with the essential sales skills required to excel in these dual roles.
This program focuses on bridging the gap between technical expertise and client-facing sales roles,
providing participants with the tools and techniques needed to understand client needs, communicate effectively, manage time efficiently, and close deals confidently. By mastering these skills, participants will be able to enhance client satisfaction, build long-term relationships, and drive business growth.
WHO SHOULD ATTEND?
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Project Managers and Project Engineers in professional services firms aiming to enhance their sales skills.
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Business Development and Sales Professionals seeking to deepen their understanding of technical sales processes.
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Technical Leads and Engineering Managers who are transitioning into more client-facing roles and need to develop sales competencies.
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Consultants and Technical Advisors who want to improve their ability to sell services and solutions to clients.
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Account Managers who manage technical projects and need to enhance their sales techniques to better engage with clients and stakeholders.
LEARNING OUTCOMES
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Develop a client-centric approach and effectively understand client needs.
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Enhance communication skills to convey complex project details clearly.
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Master sales techniques including consultative selling, upselling, and cross-selling.
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Improve time management skills to balance sales and project responsibilities.
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Build negotiation skills to handle price objections and contract terms.
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Cultivate relationship-building skills for long-term client engagement.
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Utilize sales tools and CRM systems efficiently.
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Gain confidence in selling and handling objections.
WHY YOU SHOULD ATTEND
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Equip project managers and engineers with essential sales skills.
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Enhance client satisfaction through improved communication and understanding of needs.
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Increase revenue through effective sales techniques and relationship-building.
COST
$9,200 + HST per trainee
COURSE COMPLETION SCHEDULE
24 HOURS
Pre-reading and course preparation
54 HOURS
Interactive classroom
sessions held over 14 weeks
24 HOURS
Post-classroom reading
and instructor-led tutorials
FINAL EXAM
70% to Pass
COMPLETION OF PROGRAM
IS FINANCIAL ASSISTANCE POSSIBLE?
Upon completion of this program, learners will receive a certificate of completion from Change Connect. The program is aligned to meet partial educational requirements for industry experience hours.
Yes! Many businesses are eligible for financial assistance via the Canada Job Grant Program. Eligible employers may receive up to 83% of eligible training costs, up to a maximum of $10,000 per participant. Please contact us for more details.
MODULE 1
Understanding Client Needs and Client-Centric Approach
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Developing a thorough understanding of your client's needs is the cornerstone of effective sales.
Learning Outcomes:
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Transition from a technical to a client-centric mindset.
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Identify and align services with client needs.
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Techniques for active listening and asking open-ended questions.
MODULE 2
Effective Communication Skills
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Clear and persuasive communication is essential for building trust and rapport with clients.
Learning Outcomes:
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Convey complex project details clearly.
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Build trust and rapport with clients.
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Develop clear and concise messaging.
MODULE 3
Mastering Sales Techniques
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Learning advanced sales techniques is key to maximizing revenue and achieving sales targets.
Learning Outcomes:
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Understand consultative selling, upselling, and cross-selling.
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Apply these techniques to maximize revenue.
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Develop strategies for handling objections effectively.
MODULE 4
Time Management and Balancing Responsibilities
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Learning advanced sales techniques is key to maximizing revenue and achieving sales targets.
Learning Outcomes:
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Efficiently balance sales and project management duties.
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Implement time management techniques to prioritize tasks.
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Develop organizational skills for better productivity.
MODULE 5
Negotiation Skills
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Strong negotiation skills are essential for handling price objections and achieving favorable terms.
Learning Outcomes:
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Confidently handle price objections and contract terms.
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Develop negotiation strategies.
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Achieve favorable deals for the company.
MODULE 6
Building Long-term Client Relationships
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Building and maintaining long-term client relationships is key to sustained business success.
Learning Outcomes:
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Cultivate relationship-building skills.
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Maintain long-term client engagement.
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Develop strategies for client retention.
MODULE 7
Utilizing Sales Tools and CRM Systems
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Effective use of sales tools and CRM systems can greatly enhance client
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management and sales efficiency.
Learning Outcomes:
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Efficiently use CRM systems and sales tools.
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Keep customer information current and manage follow-ups.
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Utilizet technology for better client management.
MODULE 8
Confidence in Selling and Objection Handling
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Confidence in selling and effectively handling objections is crucial for closing deals successfully.
Learning Outcomes:
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Gain confidence in selling and handling objections.
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Practice selling techniques through role-playing.
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Receive constructive feedback for continuous improvement.