Planning, Presenting And Closing
Focused on helping sales specialists transition into sales engineers, we will demonstrate adaptive, solution-based selling techniques to effectively transition from selling individual products to integrated lighting solutions. You will learn how to utilise technical knowledge to design and deliver persuasive presentations tailored to customer needs.
By formulating benefit-driven statements and SMART objectives to articulate value and drive customer decision-making during presentations, you will learn how to apply advanced prospecting methods to identify and nurture high-value opportunities, utilising existing customer relationships and diverse information sources.
Collaborate effectively with multidisciplinary teams including designers, engineers, and contractors, ensuring alignment on complex lighting projects; and develop and execute structured sales plans incorporating the 6 C’s of selling to approach both B2C and B2B markets strategically.
Delivery Method
Self-paced, online
Who Is It For?
This course is part of the Lighting Sales Success routeway on the Profession Map.
This course has been specifically designed by the lighting industry, for the lighting industry, to equip professionals with the skills needed to move from selling individual products, to mastering complex, integrated solutions.
Learning Outcomes
By the end of this course, learners will:
- Explain how to research a qualified lighting prospect
- Describe how to identify lighting needs and opportunities
- Describe how to set SMART objectives in the context of selling lighting solutions
- Define key elements of preparing an effective lighting sales presentation
- Describe the role of first impressions and the importance of a strong approach
Next Steps
After this, you can progress to the next Enhance-level course available on this development routeway, and work towards achieving an Enhanced Certificate in Lighting Sales Success.
