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COURSE OVERVIEW

In business it is very often the technical expert who becomes the sales consultant. Usually no-one knows or understands the company’s products better than they do.

But selling is a whole new ball game! Suddenly interpersonal skills, relationship building, the art of persuasion, delivering compelling presentations and selling itself constitute part of the new skill set required.

So if you or someone in your team needs to bridge the gap between being a specialist and a successful salesperson, AstroTech is offering a course on “Bridging the Gap: From Technical Person to Successful Salesperson.”

The course includes the following key topics:

TOPICS

  • Bridging the Gap:

– Transition phase challenges
– Defining the parameters of your new role
– The characteristics of successful salespeople
– Key communication skills
– Managing needs and expectations

  • Introduction to Selling:

– The selling process
– The importance of personal selling
– Marketing vs selling
– Understanding customer needs
– Identifying consumer behaviour
– Converting customers to clients

  • Developing a Professional Image:

– Establishing credibility
– Tailoring your approach
– Creating a professional appearance
– Understanding positive body language
– Understanding buying signals

  • Managing Time Effectively:

– Identifying time wasters
– Prioritising activities
– Scheduling appointments
– Organisational Skills

  • Sales Planning:

– Setting sales goals and objectives
– Developing sales strategies
– Making sales appointments
– Prospecting for potential business

  • Sales Preparation:

– Identifying customer knowledge
– Anticipating typical objections
– Analysing competitive knowledge
– Writing winning proposals

  • Sales Presentation

– Understanding presentation techniques
– Listening and questioning techniques
– Focusing on benefits rather than features
– Verbal delivery skills
– Handling objections
– Dealing with difficult customers
– Negotiating techniques

  • Closing the Sale:

– Identifying buying signals
– Effective closing techniques
– Gaining commitment

  • Maintaining Relationships

– Providing added value
– Moving from customer to client

And much more!

WHO SHOULD ATTEND

  • Specialists who have developed into a sales position
  • Engineers, technicians and other technical staff who have developed into a sales position
  • Professionals who want to grow their business/practice and sell their services to new and existing customers
  • Anyone else wanting to develop their sales skills

OUTCOMES

  • Gain an understanding of the sales process & learn how to become a champion sales person
  • Understand how to deal with people more effectively
  • Learn how to develop and maintain relationships and still close the sale
  • Learn how to get the balance right between providing technical detail and functional information

IN-HOUSE TRAINING

Enquire Brochure

PUBLIC TRAINING DATES

20 - 22November

Technical Person to Successful Sales Person

20 November 2019 Johannesburg R12,985.00 (excl.VAT)
Order
12 - 14February

Technical Person to Successful Sales Person

12 February 2020 Johannesburg R12,985.00 R12,335.75 (excl.VAT)
Order
20 - 22May

Technical Person to Successful Sales Person

20 May 2020 Johannesburg R12,985.00 R12,335.75 (excl.VAT)
Order
19 - 21August

Technical Person to Successful Sales Person

19 August 2020 Johannesburg R12,985.00 R12,335.75 (excl.VAT)
Order
11 - 13November

Technical Person to Successful Sales Person

11 November 2020 Johannesburg R12,985.00 R12,335.75 (excl.VAT)
Order

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