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Training: Industrial Machinery Sales

  • May 20, 21, 27 and 28, June 3, 4, 10, 11 and 17, 2026 - From 9 am to 11 am
  • Online sessions
  • 90+VAT - Registration per module
  • 720€+VAT - Registration for all modules
  • 10% discount for registrations before 01/05


Why not miss it?

In this training we will help you to optimize specific sales processes for industrial products and thus increase your commercial margin and your competitiveness in the market.

Very practical training with a salesman who has been selling industrial machinery for more than 30 years.


What did the attendees think of the 2025 edition?

“Very good speaker and open path.”

“We are pleased that there are training courses focused on the industrial and B2B areas.

The best has been:

“Rhythm and concepts”
“The speaker”
“The exchange of experiences with other companies”

Sign up for training: Industrial machinery sales!

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Agenda:

May 20

  • Practical uses of AI in the commercial area
    • What is prompt engineering (in the future, knowing how to ask questions will be more useful than knowing the answers).
    • Translations (GPT Chat, DeepSeek)
    • Review of contracts.
    • Summaries and main points meetings
    • Commercial coaching (training, continuous improvement, roll play)
    • Content: post, audio, video
    • Market research

May 21

  • CRM: an ally or an enemy? Discover the hidden treasure of information
    • Why use a CRM
    • Benefits for the seller
    • Choice of CRM Type
    • The structure depends on what you want to know
    • What to ask the one who knows about CRM but knows nothing about your business

May 27

  • KRM: If there is no knowledge, there are no customers.
    • Corporate knowledge
    • The 5 areas of business knowledge
    • What the sales network needs
    • How to communicate value: content and channels
    • The evolution towards AI and CRM

May 28

  • Neither marketing nor sales: Markselling
    • Instruments
    • The new figure of the positive social engineer
    • DatabasesDaily activities
    • Marketing Metrix
    • Sales Metrix

June 3

  • Prospecting: the most hated and the most useful for sales success
    • Mindset
    • Preparation
    • Contact systems
    • The filter
    • The captivating message
    • The small commitment

June 4

  • How to create a Pipeline: the effective guide to optimize sales uptime
    • What is a Pipeline
    • Qualify: you answer the 6 key questions
    • Develop: the questionnaire
    • Bidding: how to submit bids
    • Tracking so as not to get lost in the desert
    • Closing: closing techniques
    • Pipemetrix

June 10

  • How is the professional salesperson who achieves the objectives
    • The 4 sales intelligences of a successful salesperson
    • Mental preparation
    • Work organization
    • Prospecting
    • Preparation of visits
    • Time management
    • Continuous improvement

June 11

  • Sell more with video messages
    • The sale materializes when you are not
    • Because a video
    • The structure of the script
    • Testing scripts

June 17

  • CX – Customer experience. A small investment that offers enormous value

    • Alleviates the post-shipment terror of the advance payment

    • Eliminates the “magnifying glass effect” (curious to know what this is?)

    • Smoothes the learning curve

    • Validates the value provided

    • Helps the continuous improvement of the wheel of success (…. More curiosity)

    • A defined CX protocol has the highest ROI of any investment a machinery and equipment manufacturer can make.

Speaker

Fabio Danze

Fabio Danze

More than 36 years of experience in sales in more than 40 countries in the 5 continents.

Technical data

The member companies of amec have a 40% discount on the price and a 20% discount for AER and Ascamm member companies.

Registration per module:

  • Members amec: 90 € + VAT
  • Members of AER / Ascamm: 120€ +VAT
  • Non-member companies: 150€ + VAT

Registration for all modules:

  • Members amec: 720 € + VAT
  • Members of AER / Ascamm: 960€ +VAT
  • Non-member companies: €1,200 + VAT

Minimum number of attendees: 7

For cancellations made 7 days prior to the start of the training, no refund will be possible.

Management of the Fundae Bonus:

amec can manage the Fundae bonus for associated companies participating in all modules, for this we must have the necessary documentation 7 days before the start of the course.

Do you have any questions? Send an email to Eva Pahissa-epahissa@amec.es

Sign up now!