2
July 2021

Business Development and Sales Skills for Engineers and Geoscientists

KISON Professional Selling Skills Program

Status: 32 seats available
Date: Friday, July 2, 2021 - Thursday, September 30, 2021
Time: Registrants will be granted access to the program on Friday, July 2, 2021 at 10:00 AM Pacific Time to Thursday, September 30, 2021.

Monthly Webinars
Wednesday, July 21, 2021 from 10:00 AM–11:30 AM Pacific Time
Wednesday, August 18, 2021 from 10:00 AM–11:30 AM Pacific Time
Wednesday, September 15, 2021 from 10:00 AM–11:30 AM Pacific Time
Location: Webinar
Presenter: Ralph Kison
President, Kison Inc. and Growth Through Learning Inc.
Credit: 4.5 CE Hour(s) of Communications and Leadership Learning in the Informal Category
Cost: Engineers and Geoscientists BC Registrant Regular Price: $250.00 + GST = $262.50

Non-Registrant Price: $250.00 + GST = $262.50
Please Note:
  • Student Price is eligible for participants in Engineers and Geoscientists BC’s Student Program
  • If you are not an Engineers and Geoscientists BC registrant, and you do not already have an existing account, please proceed to creating a new account to create a profile before completing your event registration
  • For webinar sessions, the webinar login instructions will be made available 3 business days prior to the webinar date
  • A minimum number of registrations are needed by June 18, 2020 to proceed with this seminar. Please register early to avoid cancellation
  • All prices are subject to applicable taxes
Contact: Tasha Booth | Professional Development Coordinator
Direct: 604.558.6653
Toll Free: 1.888.430.8035 ext.6653
Email: [email protected]
Note: Webinar login details will be sent three business days before each live session.
Although confident in their technical abilities, engineers and geoscientists are realizing that a strong competency to sell is increasingly necessary in order to secure profitable work, build their reputations, and advance into leadership positions. Industry trends agree. The number of non-technical business developers is on the decline. Technical experts are facing the reality of not only doing the work but also selling it.

This program provides registrants with the skills and confidence to effectively address issues relating to sales and business development. Course topics include: presenting your firm's value proposition, discovering your client's requirements, conducting professional sales presentations, and securing commitment while selling.

Participants receive 3 months of access to the myKISON eLearning program along with monthly 90-minute webinars facilitated by program creator Ralph Kison. The webinars include case studies, role plays, and peer discussions so participants can apply the content to their own situations.

Program Overview

The program is presented in 13 units and covers personal sales, personal branding, creating business opportunities, and The Sales Diamond™—a 6-step beginning-to-end sales process providing attendees with the framework to both “Earn The Right” to sell and "Secure Commitment" from clients.

Objectives

Attendees will learn how to:

  • Develop the mindset and skills required to become an effective rainmaker.
  • Move away from an “always be closing” mindset to one of leading their clients to informed, value-based buying decisions.
  • Utilize the Sales Diamond™ framework to elicit positive client responses, eliminate the stigma of being “salesy”, and become seen as high-value solution providers.
  • Successfully differentiate themselves and their firms as strategic partners and trusted advisors based on the value of their services and expertise.
  • Shorten the buying cycle by leveraging their personal network to connect with decision makers.
  • Secure profitable work by designing high-impact value-based solutions and options, rather than by competing on the lowest price or fee.
  • Apply engagement strategies for selling via social media, telephone, face-to face, and other communication methods.
  • Develop prospecting and client engagement strategies to obtain leads and referrals in an efficient manner.
  • Design and conduct sales presentations to persuasively address client buying motivations.
  • Create a networking and opportunities management plan to increase their success rates.
  • Find opportunities to up-sell and cross-sell their expertise and services to profitable clients.
  • Professionally disengage from unprofitable clients to free up time for their best clients.
  • Follow up with clients using relationship-building strategies to ensure client satisfaction and loyalty.

Monthly Webinars

  • Wednesday, July 21, 2021 from 10:00 AM–11:30 AM Pacific Time
  • Wednesday, August 18, 2021 from 10:00 AM–11:30 AM Pacific Time
  • Wednesday, September 15, 2021 from 10:00 AM–11:30 AM Pacific Time

Target Audience

This program will appeal to Engineers and Geoscientists who are or would like to become Seller/Doers, and to those aspiring to secure more profitable business, build their reputation, and advance within their organizations.

Speaker

Ralph Kison

President, Kison Inc. and Growth Through Learning Inc.

Ralph Kison is the President of Kison Inc., a professional development firm, and Growth Through Learning Inc., an e-learning firm. He works with individuals, organizations, and professional associations across North America in business-to-business and professional services environments.

Ralph facilitates team building and ‘lessons learned’ sessions for project teams and also provides services focusing on employee and organizational development in the areas of leadership, coaching, mentoring, and succession planning. He also works with organizations across North America to improve their business development, sales, and customer service effectiveness.

Ralph’s career includes over 30 years working with firms in the engineering, architecture, environmental services, geoscience, construction, building products, distribution, and insurance sectors. He brings experience, perspective, and passion to assist organizations and their employees in maximizing their potential and impact. Ralph has taught professional sales courses at the British Columbia Institute of Technology (BCIT) and the VANSEC I program for Sales and Marketing Executives International of Vancouver (SMEI).



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Phone: 604.430.8035
Toll-free: 1.888.430.8035
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