Bridging the Gap: from Specialist to Manager

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 covers the following key topics:

BRIDGING THE GAP
• Transition phase challenges
• Key communication skills
• Defining the parameters of your new role
• The characteristics of successful salespeople
• 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
• Making sales appointments
• Developing sales strategies
• 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
• Verbal delivery skills
• Focusing on benefits rather than features
• Handling objections
• Negotiating techniques
• Dealing with difficult customers

CLOSING THE SALE
• Identifying buying signals
• Effective closing techniques
• Gaining commitment

MAINTAINING RELATIONSHIPS
• Providing added value
• Moving from customer to client

... AND MUCH MORE!

Contact Details

Contact Person: 

Stephen Pienaar
Contact: AstroTech
Course Details

Course Delivery Method: 

Presented Presented Courses

Course Duration: 

3 days

Cost: 

Contact us for a quote

Course fee Includes: 

Includes Course Materials