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Developing Sales Skills in a Technical Engineering Team

Developing Sales Skills in a Technical Engineering Team

Client: Puerto Primera Incorporated
Industry: Port and Power Plant Mechanical Engineering
Location: Pasay, Metro Manila
Audience: Sales team and senior management
Format: Two-day in-person sales training program
Focus areas: Sales prospecting, negotiations, value communication, account management, qualification, and CRM
Countries represented: Philippines and Malaysia

Testimonial

“Thank you so much for a very good and job well done in our consultative sales training program. We really learned a lot and discovered things we need to focus on in ourselves to become a great salespeople.”
Aira Alimbuyong | Puerto Primera Incorporated

01. Overview

Puerto Primera Incorporated is a specialist firm operating within the port and power plant mechanical engineering sector in Southeast Asia. The organization engaged Clyde & Kensington (C&K) to facilitate a customized sales engineer training program for its Philippines based team.
The sales engineer training program focused on strengthening solution-based selling, customer discovery, technical presentations, and objection handling within technical sales environments.

02. Key Considerations

As delegates came from engineering backgrounds, the sessions focused on building practical foundations in sales for more effective client interactions and account management.
The program scope was to support an engineering focused team with existing strong product knowledge, and to adapt the sales training to provide a strong understanding of sales essentials.

1. Consultative Selling in Technical Environments

Sales meetings within the port and power plant engineering sector often involve detailed technical discussions and complex customer requirements. Our sales training program explored approaches to help the team better identify client needs, match solutions to client problems, strengthen the benefits of using PPI, and enhancing in-person and remote communications.

2. Sales Foundations for Engineering Teams

The program focused on building practical sales fundamentals before progressing into more advanced selling strategies. This helped delegates strengthen their own confidence in client communications, and handling more challenging types of technical sales conversations after day one was completed.

3. Value Positioning and Solution Positioning

To support the sales development goals, sessions explored ways to present technical solutions more clearly and useful to buyers. This helped highlight obvious commercial value for procurement teams, while still being able to showcase the technical details contained inside their meetings and presentations.

03. Our Solution

Before the training sessions, delegates completed a sales performance audit to identify their existing strengths, areas for development, and common sales challenges.
Based on the findings, the customized sales training course focused on developing practical consultative selling skills within engineering-focused environments.
Key topics covered included:
Consultative Selling & Needs Analysis
Prospecting Methods & Follow-Up Strategies
Negotiating Techniques & Objection Handling
Communication Strategies & Behavioral Analysis
Virtual Call Handling & Solution Positioning
Account Management
The PPI sessions combined theoretical learning with practical discussion, allowing delegates to explore different scenarios relevant to their technical audience.

04. Training Outcomes

1. Increased Sales Understanding Across Departments

The training offered easy-to-understand frameworks which the sales team could apply in their day-to-day sales activities. These helped to understand the importance of listening skills, how to prepare and conduct effective meetings, and ensure appropriate product-fit.
Delegates were composed of team members from engineering, operatons, and procurement. This allowed people with no sales experience at all to get new valuable perspectives.

2. Positive Feedback

The training received positive feedback from delegates and management. Many participants highlighted the value of identifying buyer concerns and perspectives, and developing their negotiations and objection handling skills.