Training Course Title: Bridging Sales and Technical Knowledge
One-Day Professional Development Workshop
Theme:
“Speak the Customer’s Language, Master the Product.”
1️⃣ TRAINING OVERVIEW
Training Purpose
To empower sales and technical professionals with the skills to communicate product value clearly, understand client needs deeply, and close deals with higher confidence.
Target Participants
- Sales Executives
- Technical Sales Engineers
- Product Specialists
- Customer Support & Application Teams
Training Duration
🕘 One Full Day (9:00 AM – 5:00 PM)
Training Methodology
- Interactive Lecture
- Group Exercises
- Roleplay
- Case-Based Learning
- Quiz & Practical Demonstration
- Reflection & Action Planning
2️⃣ LEARNING OBJECTIVES
By the end of the workshop, participants will be able to:
Sales Competencies
- Apply modern consultative selling techniques
- Qualify customer needs through structured questioning
- Translate technical specifications into value-based communication
Technical Competencies
- Understand product architecture & differentiation
- Present technical aspects confidently and clearly
- Adjust communication based on buyer type (technical vs. business)
Integrated Skills
- Conduct a complete technical sales call
- Handle objections effectively
- Build trust through clarity, confidence & product mastery
3️⃣ DETAILED SESSION PLAN
🟦 9:00 – 9:30 AM | Welcome & Icebreaker
Activity: Sales vs. Tech Pictionary
Participants draw sales terms or technical terms; teams guess.
Objective:
Break the ice and highlight the communication gap between sales & technical teams.
🟦 9:30 – 10:30 AM | Session 1: Sales Fundamentals Refresher
Topics Covered
- Modern buyer journey
- B2B Sales Funnel
- Consultative Selling vs. Traditional Selling
Activity:
Elevator Pitch Battle – 60-second pitch focusing on customer value.
🟦 10:45 – 12:00 PM | Session 2: Consultative Selling & Needs Discovery
Topics Covered
- Asking high-value discovery questions
- Identifying customer pain points
- Understanding budget and decision makers
- Positioning solutions (not features)
Activity:
Discovery Conversation Roleplay – Participants practice identifying needs before offering solutions.
🍽️ 12:00 – 1:00 PM | Lunch Break
🟦 1:00 – 2:00 PM | Session 3: Product Technical Deep Dive
Topics Covered
- Product architecture & key components
- Technical differentiators vs competitors
- Use case mapping across industries
Activities:
✔ Product Demo / Simulation
✔ Kahoot Quiz – fun knowledge test
🟦 2:00 – 3:00 PM | Session 4: Feature → Benefit → Value Mapping
Topics Covered
- Turning technical specs into customer benefits
- Value messaging for different buyer types
- Avoiding “feature dumping”
Group Activity:
Feature → Benefit → Value Matrix
Teams map real product features into business impact stories.
🟦 3:15 – 4:30 PM | Session 5: Roleplay – The Technical Sales Call
Roleplay Flow
- Rapport Build
- Needs Discovery
- Technical Presentation
- Objection Handling
- Closing & Next Steps
Roles
- Salesperson
- Technical Expert
- Customer
- Observer
Evaluation Criteria
✔ Communication clarity
✔ Technical accuracy
✔ Consultative questioning
✔ Confidence
✔ Team coordination
🟦 4:30 – 5:00 PM | Wrap-Up, Action Planning & Feedback
Activity: My Sales-Tech Bridge Plan
Participants write:
- 3 things I will do differently
- 2 technical concepts I will master
- 1 sales target for next quarter
Feedback forms collected.
4️⃣ TRAINING MATERIALS
- Product datasheets & competitive cards
- Customer persona sheets
- Roleplay cards
- Flipcharts & markers
- Projector
- Action plan templates
- Certificates
5️⃣ TRAINING OUTCOMES
Participants will leave with:
⭐ Improved ability to explain technical concepts simply
⭐ Stronger discovery & consultative selling skills
⭐ Skills to bridge the gap between sales and technical teams
⭐ Confidence to handle customer objections
⭐ Clear action plan to apply the learning immediately