A special offering for technical professionals selling to internal or external customers

“Effective Communication, Sales & Negotiation for the Technical Professional”

To be announced
To be announced
Registration Information Below

More and more, companies are expecting all of their technical personnel to interact with customers.  Problem is that many have never been trained in best practice methodologies, techniques and skills to be effective.

Morgan Training research has identified specific issues that plague technical “selling” professionals, which include…

1…qualifying sales opportunities better, so they’re not wasting resources chasing low probabilities (but what might be exciting technical challenges!)

2…dealing with their affinity for solving problems which often results in giving a lot of “unpaid consulting” in the hopes that business will follow (or the customer will “like” them)

3…selling and competing on value and solutions as opposed to technical features, benefits and price

4… building more effective relationships to facilitate rapport (trust, comfort level, etc.)  

5…managing the “soft” issues (people, relationships, politics, etc.)that can trump the best technical solution

6…delivering concise and focused messages (“Tell it in 10 slides, not 40!”)

(For more of the issues, click here.)

If these sound familiar you might be experiencing some of the 5 key selling ailments that plague technical companies…

  • Poor Close Ratios
  • Long Sale Cycles
  • Insufficient Pipelines
  • Poor Margins/Profitability
  • Inaccurate forecasting 

If so, Morgan Training Co. can help.  By focusing on techniques, strategies and skill sets to address these 5 issues, we have helped our clients achieve remarkable growth, such as increased revenues from $1M to $2M/month in 12 months; 300{fcf2567e672a313edb7e505d1b5bd9094d7563a90c011942b3a091ce8871bd86} growth in sales in 18 months!  

Attend this seminar and learn how to:

  • use an effective selling process for the technical environment
  • reduce your “un-paid” consulting
  • qualify opportunities and let go of the “resource drains”
  • sell solutions, not products and services
  • get people to make and keep commitments
  • deal with “Think-it-overs”
  • get customers to feel urgency and make decisions
  • and more…

 Take our FREE Assessment

Find out what might be holding you back and where you stand on 63 key selling and customer interaction issues.

Intended Audience:  Engineers, scientists, and technical professionals charged with “selling” their ideas, projects, or products to internal or external constituencies.



November 6th-8th (T-Th), 2018 (T-W 8:30am – 5:00pm; Th 8:30am-3:30pm)


Detroit, MI area (Crystal Glen Center in Novi, MI)


Laura Gray Hyde (Bio)

Click here to watch an interview with Laura as she describes the courses she teaches at UCLA’s Technical Management Program


Call: (714) 345-6260 or

Email: laura.hyde@morgantraining.com


Registration form: Email to laura.hyde@morgantraining.com


Company Overview

Seminar Flyer

Seminar Registration Form

Course Description

Sales Diagnostic Assessment

Instructor Bio

Contact us if you’d like additional detail regarding the course agenda.

In addition to our public sessions, two of our courses are offered twice each year at UCLA Extensions’s Technical Management Program.  This program is geared toward engineers moving into managerial or supervisory positions and the next session is September 17-21, 2018.  Laura Hyde, President of Morgan Training Co., LLC. has been an instructor in this program for the past 15 years. The current courses offered are:

“The Science of Proactive Persuasion: How to Sell Your Ideas, Projects, Capabilities and Products”

 “High-Impact Communication Techniques for the Tehnical Professional”

Comments from some past attendees:

More client stories and testimonials