Sales for Technical Professionals
Kansas State University Olathe campus
22201 W. Innovation Drive, Olathe
This half-day workshop will target the foundations of selling for professionals with technical backgrounds in areas such as animal health, agricultural equipment, construction, engineering and veterinary products, etc. The training will target those who want to move from telling the customer about a product or service and offering technically accurate solutions, to creating lasting business relationships by learning to have sales conversations that build trust and drive profit.
Technical professionals often focus on providing technically accurate and detailed customer solutions; however, this approach is often not enough to close on a long sales cycle. This training will help professionals leverage their technical expertise to not only develop customer solutions, but also to drive trust and revenue for long-term business sustainability.
- Establish rapport and build trust with customers
- Discover customer needs
- Present product and service solutions based on needs
- Ideal attendees are those who are early to mid-level career sales professionals who want to enhance their effectiveness to move from product sales to creating lasting business relationships that drive revenue.
- Technically educated professionals, such as engineers, construction, veterinary products, agriculture implements, etc., who are responsible for sales or business development.
Registration is $199.
Ag Sales and Marketing Instructor and Advisor for the National Agri-Marketing Association (NAMA)
Department of Agricultural Economics
Kansas State University
David Lehman is an Instructor in the department of agricultural economics at Kansas State University, where he teaches courses in agricultural sales and food and agribusiness marketing. He has taught at K-State for the past 14 years, including previous roles as an Instructor in the department of marketing and associate director of the National Strategic Selling Institute.
During his time as a faculty member in the College of Business, he taught more than 10,000 students in courses that included Principles of Marketing and Fundamentals of Professional Selling.
His areas of specialization include agricultural sales, professional selling, new products marketing and agricultural marketing.
Lehman has received several teaching awards, including the Presidential Award for Excellence in Undergraduate Teaching at K-State. He serves as the K-State NAMA (National Agri-Marketing Association) advisor and coached K-State student NAMA marketing teams to two consecutive national championships in 2006 and 2007.
In 2019, David coached two K-State students who won first place individual and team in the inaugural NAMA Agricultural Sales competition.
Lehman's previous work experience includes UMB Bank, where he served as a commercial lending and business development officer; the University of Missouri, where he taught for 13 years in the department of agricultural economics; and the Dow Chemical Company, where he started his career in sales and worked for more than 5 years.
Lehman has a bachelor's degree in Agricultural Economics from Kansas State University and a Master's degree in Business Administration (MBA) from the University of Missouri.